Marketing

Winning Clients: An End User Perspective

Regina Lewis.jpgRegina Lewis, PhD and VP of Global Insights for InterContinental Hotels Group gave an “End User’s Perspective” at the MRA’s CEO Summit.  Here are some notes from her presentation that you might find helpful the next time you try to land that big account.

During a recession, end users are often understaffed but still have to get the work done.  Therefore, any assistance a supplier can give that can help is usually greatly appreciated, regardless of how small.  In these times, end users are often forced to rely on suppliers more than usual but they will also tend to rely on those they trust the most.

Dr. Lewis identified four stages in developing a client relationship along with some tips at each stage. 

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