Are you getting the most out of existing customers?

Too often a company can find itself typecast by its customers. It is well regarded for supplying one product or service, but it has many others in its portfolio and it just can’t get the customer to consider it as a supplier for these other needs. A similar situation is where you supply one Division of a company, but cannot break into another.

Every company is looking to increase business with existing customers but it doesn’t happen by accident, it takes a dedicated sales campaign. The case study below gives one example where we helped a client with this challenge. For more cases click on the testimonials in the right hand pane.

Case study: Energy industry supplier increases its scope

Business Situation	International supplier to the energy industry Known as the market leading supplier of one particular subsystem Assembled a broad portfolio of solutions through acquisition, but having difficulty selling the new solutions to existing customers
Opportunity	Grow the business by offering a broader range of systems to the existing customer base
Challenges	Persuade existing customers to consider our client as a supplier for a broader range of systems Break out of the “we know what you do, we will contact you when we need it” situation Get access to the customer early enough, so that the benefits of our client’s broad portfolio of solutions can be presented
Needs	A way of informing customers about the full range of solutions it can offer Compelling reasons why a customer should buy a wider range of systems from our client
Solution	SfS Customer Capability Guide Focuses on a specific customer or project Presents the full scope of what our client could provide Illustrates how the customer will benefit from giving our client a wider scope within the project
Result	The first time our client used the Customer Capability Guide their customer immediately read it from cover to cover Customers are surprised at the range of services available and impressed by the business arguments Elevated our client from being “just another supplier” to being seen as a valued partner and contributor that is consulted early in a project