Customer management articles

Creating compelling category based commercial proposals that deliver your customer sales objectives. CUSTOMER MANAGEMENT Customised solutions If you have a specific business challenge or training requirement we can tap into our expertise and put together something just for you. Read more
We can structure retailers' and manufacturers' requirements in a hierarchy of needs, and align our solutions against them. CUSTOMER MANAGEMENT Customised solutions If you have a specific business challenge or training requirement we can tap into our expertise and put together something just for you. Read more
A core competency of individuals in commercial teams is the ability to build effective relationships. But what does that actually mean and why is it so important? And how do you start? CUSTOMER MANAGEMENT IGD Asia Newsletter Keep up to date with news and trends across the region. Sign up to our IGD Asia newsletter. Sign up
In my previous article I outlined the importance of ‘Truly Understanding the Customers Strategy and Business Model’ and how this knowledge and information can be used to inform the hierarchy of needs for an organisation or key functions and contacts within that organisation. I am now going to provide you with some ‘hints and tips’ on how you use the hierarchy of needs to inform your co...
The Food and Grocery market is undergoing rapid change – the continuing growth of modern trade retail at the expense of traditional trade, the acceleration of online shopping and the move towards mission based, convenience led retail solutions. What we are currently experiencing will be the ‘new norm’ - retailers are aggressively competing to attract shoppers and grow their retain their resp...
Reflecting on the findings of our annual customer engagement research programme we have been looking at what is impacting the Account Manager’s role now and in the future. The changing role of the Account Manager At IGD we are constantly talking to Account Managers from a range of different organisations and product categories and hearing about their ‘day to day’ challenges. After these c...