Customer relations and B2B management

What do customers expect from me? – this is probably one of the most frequently asked questions, which often remains unanswered. It is easier to say what they do not expect – they certainly do not want a specific product from us, but rather look for a solution for their very individual problems. However, to know what these problems are, you need to get to know the customer’s environment, the characteristics of their industry and find a way to not only reach decision-makers, but also to keep them interested in us, our offer and company.

Challenge: remember about...?

Everything became complicated when it turned out that there is no longer a clear division between B2B and B2C relations relations - and the person standing in front of us is not a client, but simply a human. A human in whose eyes it is very difficult to distinguish yourself with a product alone. Someone with changing expectations, growing requirements and the ability to quickly compare the received offers. What is more, his decisions are usually well thought out, often taken over a relatively long period and not necessarily alone. On the other hand, there is an employee responsible for building relationships and maintaining trust on the part of clients. Only that the employee is also “only human” - sometimes he forgets, makes mistakes or does not keep his word.

Solution: contextual memory

Do not trust your memory and notes, regardless of how good they are and how accurate they are. Start supporting your activities with modern information processing technologies, while remembering that they are not an end in themselves. They help to bring out the potential of our activities and the information collected by our team. The combination of employees’ skills with “artificial memory” allows more valuable discussions to be conducted, during which we remember the context. With such support, we will easily answer the questions asked by customers “about similar projects”, “benefits achieved” or “differences in prices between us and the competition”.

What benefits can you enjoy?

increasing the efficiency of the sales process by 75%

increasing the profitability of sales processes by 45%

increasing the level of customer loyalty

increasing the customer retention by 30%

improving the efficiency of after-sales service

increasing the efficiency of the sales process by 75%

increasing the profitability of sales processes by 45%

increasing the level of customer loyalty

increasing the customer retention by 30%

improving the efficiency of after-sales service

  • References

    I rate the cooperation with eq system specialists very highly - a very professional team with extensive expertise and knowledge of the details (challenges and limitations) of our industry. The people we worked with were always eager to listen to our suggestions and to answer many questions. In particular, I value eq system for their “honest approach” - if they think that some functionality is not needed, they simply advise against it. I recommend eq system to everyone who is looking for a reliable and honest business partner

    Michał Piotrowski IT Director, Kuehne + Nagel
  • References

    eq system specialists are people with many years of experience, which could be seen at every stage of the project. Their extensive competences have allowed us to precisely define the individual requirements of our organization and to effectively implement the corresponding solutions.

    Jarosław Borzyński HR Manager, Multikino S.A.
  • References

    My assessment of our current cooperation with the specialists at eq system is very good. The level of competence of the people we work with is impressive, just like their approach, both to the project itself and to our specialists. The implementation of this project is based on close cooperation between our companies, which makes me very happy. After completing the analytical project, we were still getting all the details of the concept - eq system specialists once again assured us that our decision to cooperate with them was a good business decision.

    Anna Grupińska-Miężał Representative of the Management Board of GELG Sp. z o.o.
  • References

    First, I would like to mention that as early as at the audit stage, eq system specialists solved our problems, which we had been unable to cope with for several years - not because we did not have the proper knowledge, but because we lacked the right tools. The cooperation with eq system was very efficient, and we received almost immediately the additional materials and information that we asked for. All the employees of Huf Polska, who were to be involved in the audit, received the agenda with the expected time in advance. We also appreciate the fact that, as a result of the audit, a detailed concept was created, which constitutes an annex to the concluded contract. It includes all our expectations and a proposal to meet them.

    Tomasz Wiącek Lean Manufacturing Manager, Huf Polska Sp. z o.o.
  • References

    What convinced us to cooperate with eq system was the way the company's experts presented the solution. Everything was at the highest level - competence, knowledge of our industry and the solution itself. None of the questions we asked were left unanswered. There was a priority effect - a good presentation which projected on all subsequent elements – that was our reference point.

    Ewa Leszczyńska - HR and Payroll Manager, Rosti Poland Sp. z o.o.
  • References

    In the choice of the system, our previous experience in cooperation with the company, eq system, was not insignificant. Starting from the webinar about APS, which for us was the beginning of practical learning about Asprova and eq system, through the workshop organized for the planners in our company, to the preparation of pre-implementation analysis, the company showed professionalism and experience. When working with eq system, we also value the process approach of the consultants, which is particularly important in the area of planning and constitutes the prognosis of the project’s success.

    Tomasz Skrzypczak Head of the Production Preparation Department, Solaris BUS & Coach S. A.
  • References

    During the many years of our cooperation, eq system specialists have often proved that they know the production processes in the smallest detail. What’s more, they are people who can look at the company as a whole, not as separate elements. As a result, they are able to predict the consequences of the implemented improvements on the functioning of the entire organization, and thus prepare it to use the potential of the introduced changes. Therefore, we had no doubts about the choice of a company that would help us improve the data analysis processes.

    Przemysław Fernówka - Representative of the Management Board for IT Systems

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