In an interactive workshop, participants will explore how to successfully establish and expand relationships with their customers and the key role played by the buying center. Speaker Ralf Fuchs has 20 years of experience in customer management at leading IT service providers.
Agenda:
9:30 – 11:00 a.m. Warm-up and keynote speech, Ralf Fuchs
– Professional customer management in the so-called 'buying center' and relationship management – illustrated by practical industry experience
– Models for customer approach and management according to leading management schools such as INSEAD, Harvard and Henley
– Customer management in times of Corona, especially for services
11:00 – 12:00 Example gate-Alumnus DYNAMIFY
– Adapting the strategy to changing customer needs
– Best practices from active customer management
12:30 – 15:00 Interactive Sprint
– Derivations for your own startup and consequences of the Corona crisis on customer management
– Comparison with the experiences of the speakers
– Critical discussion among participants
Please note: In order to keep the learning level high, the workshop is limited to a minimum of six and a maximum of twelve participants (max. two participants per startup).
