Building B2b Relationships - How to Identify, Map Develop Key Relationships to Win More Business

Secure more B2B business faster by effectively measuring and mapping your key stakeholder relationships to better leverage these in the B2B buying process.

List of contents

Chapter - 00: Introduction Chapter - 01: Why do relationships matter? Chapter - 02: What are trusted business relationships and the key steps to build them Chapter - 03: Introducing relationship mapping: what it is, its origins and why it's important Chapter - 04: How to build and execute a relationship map: step 1, initial mapping of relationships Chapter - 05: How to build and execute a relationship map: step 2, desktop research and intelligence gathering Chapter - 06: How to build and execute a relationship map: step 3, relationship engagement strategy Chapter - 07: Relationship maps applied to key deals Chapter - 08: Relationship maps applied to key projects

About the author

Ryan O'Sullivan, based in London, UK is Head of professional services EMEA & APAC at Introhive where he advises clients such as PwC, Deloitte and KPMG on how they can better utilise their firmwide relationships to improve business performance. Prior to this, he spent 8 years at Infosys Infosys, applying the same relationship mapping processes to improve the win rate of strategic deals before completing his Doctorate researching B2B relationships. Now a regular speaker at industry events, he also guest lectures at various universities such as the Cranfield School of Management and Portsmouth Business School.

Summary

Secure more B2B business faster by effectively measuring and mapping your key stakeholder relationships to better leverage these in the B2B buying process.

Product details

• Authors: Ryan O'Sullivan, Ryan O''sullivan, O'Sullivan Ryan
• Publisher: Kogan Page
• Languages: English
• Product format: Paperback / Softback
• Released: 01.12.2024
• EAN: 9781398615410
• ISBN: 978-1-398-61541-0
• No. of pages: 256
• Subjects: Social sciences, law, business > Business > Advertising, marketing; BUSINESS & ECONOMICS / Sales & Selling / Management, BUSINESS & ECONOMICS / Customer Relations, BUSINESS & ECONOMICS / Marketing / Research, BUSINESS & ECONOMICS / International / Marketing, Sales & marketing management, Sales & marketing, Sales and marketing, Sales and marketing management