CASE STUDY / ACCOUNT EXPANSION
From occasional orders
to planned purchasing.
Customer history revealed room for a wider relationship. Ongoing account work helped move the conversation toward a coordinated purchasing plan.
01 / THE STARTING POINT
A customer relationship built on separate orders.
A long-standing customer still placed ad hoc orders. Sites purchased independently, with limited visibility into what the next purchase might involve.
The existing order history provided a starting point for understanding demand and the potential for a broader relationship.
02 / THE WORK
Connect the demand, then advance the relationship.
Order and demand analysis identified areas worth exploring. A U.S. Relationship Manager worked to validate those needs and coordinate the customer's organization and purchasing process.
- Review purchasing history and potential expansion opportunities.
- Validate the account's needs through continued relationship work.
- Coordinate the people and process involved in planned purchasing.
03 / REPORTED PROGRESS
A plan that could extend beyond the next order.
The reported outcome was an annual purchasing plan and access to the customer's national procurement system.
This established a more coordinated purchasing relationship and a foundation for further account development.
YOUR STARTING POINT
Where could your existing
customer relationships grow?
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