Relationship Marketing

How to maximise the value in those links

Case Study

Relationship marketing works because it allows the organisation to measure the quality of the relationships which is the one true measure of long term profitable success.

An automotive component manufacturer produced a range of mounts and suspension units for a variety of car manufacturers. They were concerned that they could not work with too broad a range of clients as their resources would be too stretched.

They asked us to carry out a review of the market to decide who they should work with and why.

We investigated the range of products they manufactured and identified that they were high value and low volume ideally suited to the high end specifications marques such as BMW, Audi, Jaguar and so on. They were not ideally suited to the high volume, low quality range for the likes of Ford or Vauxhall..

We then looked at the culture within the high quality manufacturers to see which had the greatest propensity to build long term relationships with the second tier suppliers.

In addition we audited and ranked the existing relationships to establish which relationships were already in place and flourishing.

Our recommendations were submitted to the Board and helped them to decide where to utilise their scarce resources.

Call us on 0117 9047874 to discuss how a Relationship Audit can benefit your organisation.