Relationship Matrix Tool

Relationship Matrix

This tool is used to assess the relationships you have with the customers organisation.


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This is one of the most important tools when it comes to developing opportunities. Far too often we see 1 to 1 relationships with a customer organisations. This means if your key contact moves, you have no relationship.

 

Even if you are not bidding for work or pursuing a new opportunity we would encourage you to use this tool to strengthen your relationships with your customer.



Click on the tool to download this free Excel resource. Contact us here if you want more information.   

Relationship Management Matrix

FAQs

Got a question? We’re here to help.

  • When should I use this tool?

    You can use this tool for account management or for bid, tender and proposal development.

  • What's the benefit of completing this tool?

    Many organisations rely on a single point of contact with their clients. This leaves them exposed and at risk. If their contact changes role or moves company then they are without a meaningful relationship.


    This tool helps identify good relationships, gaps and areas for improvement to ensure complete, multipoint contacts.

  • Diamonds vs Bow Ties, what does this mean?

    These terms were coined to describe the different types of relationships between customer and supplier. A Bow Tie is where there is only a single point of contact (or very few contacts), and a Diamond where there are multiple touch points between the two companies. The latter is the more desirable position to be in.

  • Why is it better to have multiple touch points?

    Simply put, the more touchpoints the better. It allows for more information from the customer organisation, the ability to test out intelligence with more than one person and reduced risk associated with staff moving roles or leaving the company.

"At all times, Stuart gave constructive evaluations of our company and processes. He identified areas where we could improve the way in which we are communicating with existing and prospective customers and provided practical advice on how to achieve this." Managing Director, Glen Contracts Cleaning


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