B2B companies often have customer relationships large enough to warrant CEO-level involvement. Towering in size above other accounts like a mountain peak, these relationships often represent as much as 10%, 20%, or more of the firm’s overall revenue.
In contrast, B2C companies' largest customers typically don’t contribute more than a fraction of one percent of sales.
Consequently, B2B companies must manage their key customer relationships with an obsessive level of focus. The loss of just one of these accounts may be devastating; contract renewal is everything.Read More