Hello HN,
We have written a paper about value creation in customer relationships. My co-founder and I have been in B2B business development and sales roles for more than 4 decades (together) and have tried to structure our findings.
It is a paper that is highly conceptual and rooted in research. But once, you have been selling to and working with customers and have been in different modes of interaction, you will have faced the challenge on how to interact effectively.
How do you define a high value client, how do you treat them, how do you ensure that the basics are still right, how do you support value creation, how do you make sure both actually earn from that value creation?
We are mainly looking for interesting stories of how others have been able to balance the organisational constraints.