Just cutting prices? You are leaving money on the table

SYDNEY - May 18, 2014 - PRLog -- Many companies complain their customers keep wanting lower prices and their competitors keep giving customers lower prices. For many companies this means less revenue, margin and profit. If this was not bad enough, the top 10 to 20 customers of any B2B organisation typically represent 60-80% of revenue and profit; sometimes this can be as high as 95% of revenue. The consequences of losing one of these customers are dramatic. In today's business environment it is almost impossible to replace these customers; your competitors will protect them at all cost.

Just released, the book - Managing B2B customers you can't afford to lose - concentrates on how to manage your top customers differently and more strategically. Don't lose them, help them grow, and create joint value so price becomes not the only discussion, but just part of the mix.

Retaining and growing key accounts will improve profits by growing sales and reducing costs. This book uses downloadable interactive tools and numerous case studies to help you practically implement the Strategic Account Management (SAM) framework in your business, providing growth both for you and your top accounts. In times of strategic uncertainty, building strategic skills like account management will ensure managers can minimise strategic vulnerabilities and maximise strategic opportunities.

Authors, Peter Browne and Gary Peacock, have extensive experience in highly competitive markets. They use their expertise in managing strategic accounts and strategic change to improve and sustain business performance. They are both members and contributors to the Strategic Account Management Association (SAMA) and Peter is presenting at their 50th Annual conference in Florida in May. This is Gary's second business book after publishing Persuading for Results in 2011.

This book explores the operational issues and strategic issues when implementing strategic account management. It provides practical tips and highlights the common mistakes that prevent most Strategic Account Management programs from becoming a success.

If you are considering starting a SAM program in your organisation or are already on the journey and need additional practical advice to maintain your momentum, this is the book for you. If you want to work better with your most important customers then pick up a book from www.matrix.com or your airport bookshop, or download a copy of the ebook from www.amazon.com.

For more information please contact Bennelong Group International on +61 2 9450 1174, or mail@bennelonggroupintl.com, or www.bennelonggroupintl.com/managing-b2b-customers-cant-afford-lose/