Client Relationship Management

We're talking with an Auckland corporate. We had an introduction and rather than talk about "events" I wanted to talk about client relationship management. As a former management consultant, business and business jargon don't hide many secrets. It also means we can identify some areas where innovative tourism can benefit businesses.

We came up with the following logic. There are several key messages which any corporate in the service sector will want to give its key clients:

(1) We understand you

(2) We bring innovative solutions to your business

(3) We deliver those solutions seamlessly

(4) We care about our relationship with you

Therefore, any client entertainment which is brought to these individuals should be based on the same logic.

(1) We understand your likes and dislikes re: client entertainment

(2) We bring innovative client entertainment to you

(3) We do it professionally

(4) We are also professional enough to manage our relationship with you as a client who may have limited time, capacity and desire to be entertained.

So, typically 20% of your clients will deliver 80% of your business. We will identify them together, apply a budget to the relationship process, get to know them and deliver tailored product. Forget the tickets to the Rugby - we all like watching it but do we really remember who we went with? Bring on the tailored solution - often at a very competitive price - where clients actually want to spend time with you and where the events actually do your business some good.

We have many special mini-events up our sleeves - from rally driving through to garden tours/consultancy and back to sailing lessons or paintball with ex-SAS. All not commonly available. All waiting for the right person to be "wowed". And it all makes good business sense, creates bonding, increases knowledge of the client and of the corporate's services. Yet another reason to give overworked PAs across Australasia a rest and turn this over to the professionals.

<< News index  | Doing Your Homework >