Relationships

Always differentiate between the position and the person holding it !

Always differentiate between the position and the person holding it !

The company, the job, the person : making sense of identity

Three key elements

Any CRM worth its salt will let you stock and consult three key pieces of information : your contact’s name, the job title he/she holds and which company he/she currently works for. Having access to these three sets of information help you target, shape your strategy and tailor messages.

Effective Relationship Management : What are the vital data elements?

Effective Relationship Management : What are the vital data elements?

When you ask Key Account Managers (KAMs) to show you the relationships they established in their account, they will most likely show you some form of organization chart. Sophisticated KAMs have annotated those graphs with additional information about the people involved. Usually, this information is accompanied with the remark: “It is a bit out of date, but I just did not have the time to update it yet. Things are changing so fast in this organization”. A sustainable up-to-date view of your relations in a complex account starts with having a more granular view of the data elements you need to describe your relations allowing for more flexible faster updates.

Even a million Linkedin contacts is not enough!

Even a million Linkedin contacts is not enough!

Have a look on LinkedIn or trawl through your company’s CRM and you’ll see there are a lot of people who feature on your contact list . There are people with over 30 000 LinkedIn contacts and last time I looked, there were 430 million people using Linkedin.  However, does knowing a lot of people automatically mean you have a large network?  How can you best sort out who you could consider a real contact and who not? Who do you know and who knows who you are ?

5 signs you have a useful contact

Ask yourself these simple questions to identify which contacts really matter. Mark your answers to get a realistic overview of your contact list.