The majority of any construction or property company`s business comes from existing relationships. Roughly 80% of turnover comes from 20% of clients. More significantly, 95% of profits come from these same 20% of clients and referrals.

Longer term arrangements and more collaborative working through partnering and supply chain integration are expected by clients to provide higher quality service and mutually beneficial relationships. So having a client-focused organisation is vital to a successful future. Yet many companies still continue without having proactive plans to get closer aligned with their clients` strategic objectives.

MarketingWorks can help in several ways.

1. We can give an independent perspective of your client to give you specific tactical actions that will enable you to immediately start improving your relationship:

• Client perspectives survey - Uncovers the client perceptions of an organisation as a service provider and informs the overall marketing programme
• Key Client Relationship Survey - Explores in depth the perceptions of a range of contacts within one or more key clients, providing client insight to inform your key client management programme

2. We can help you to effectively implement Key Client Management

The MarketingWorks approach is to develop a client-facing culture, using key client management as a vehicle to encourage behaviours that will improve service quality in a planned and managed fashion. Using our experience to fast track this process enables our clients to develop very rapidly the attitudes and culture through:

• Proactive client planning and activity
• Focused effort on those relationships that matter for the future of the business
• High quality client service that results in improved client satisfaction