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    Account Retention

    Home » Account Retention
     When Does a B2B Customer NOT Want to Hear their Supplier is Doing Well?

    When Does a B2B Customer NOT Want to Hear their Supplier is Doing Well?

    August 31, 2022

    After the new supplier honeymoon is over, B2B customers settle in for the long-term, day-to-day business of getting on. That’s when customers don’t want to hear their supplier is [...]

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     Service Contractors Ride the Rapids

    Service Contractors Ride the Rapids

    April 3, 2020

    As of April 3rd, 2020, it’s a cliché to say life and work will never be the same after COVID-19 but it’s still painfully true. For service contractors whose bulk of business is with [...]

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     What’s the Point of Account Retention?

    What’s the Point of Account Retention?

    February 27, 2020

    This isn’t as strange a question as it sounds because many (most?) B2B service contractors confuse “goal” with “purpose.” Ask contractors what is the point of [...]

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     The Single Solution to Account Retention

    The Single Solution to Account Retention

    February 25, 2020

    Q: What is the single solution to retaining B2B service contracts? A: Do more, now. Yes, it’s a trick question and a Sisyphean answer. But the truth is whatever service contractors do to [...]

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     No One’s Job & Everyone’s Job

    No One’s Job & Everyone’s Job

    January 27, 2020

    Account retention: Whose job is it anyway? All B2B service contractors face the challenge of retaining customer accounts to survive – and yet rarely structure or resource themselves [...]

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