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St Albans, Herts, United Kingdom, 06/08/2009 – Already organisations from a number of sectors of the economy, including the retail motor industry and the financial services sector, have agreed to co-operate and share sales-related financial data among themselves.
Simon Rustom, managing director of the specialist customer and change management company Customer Consulting Ltd (CCL), explained: “In a recession, companies tend to ignore the old adages and devote a high proportion of their resources to finding new customers, rather than spending their budgets on keeping and growing existing customers. Yet, our experience – and that of our client base - over the years has been that, if you give your customers a high level of service, you find opportunities for cross-selling, up-selling and so on.
“We believe that maintaining an effective customer retention strategy is more cost-effective than seeking new customers – but we want to prove, or indeed disprove, this point.”
In particular, CCL’s benchmarking research service will examine the costs of:
• Selling to existing versus new customers;
• Retaining existing versus recruiting new customers;
• Re-selling to old customers versus selling to new customers.
According to CCL’s Kathy Duxbury: “In bringing the old sales-related adages up-to-date, we’ll be analysing businesses by sector and, perhaps, by channel. This objective and cross-sector data should help customer service directors to not only show the true costs of selling but also to make the business case for allocating resources to retain existing customers.”
CCL is inviting companies from any and every sector of the economy to join its benchmarking research service, share their ‘sensitive’ data - with no chance of it falling into competitors’ hands - and benefit from access to objective research findings. For further details contact Kathy Duxbury at CCL on +44 (0)1908 441012/ (0)7976 405779, or email kathy.duxbury[.]customerconsulting.com
About Customer Consulting Limited (CCL)
Customer Consulting Ltd (customerconsulting.com) is a specialist customer and change management company. It helps organisations to optimise their return on investment in customer management - especially contact centres and customer-orientated information and technology.
Its vision is to demonstrate that a best practice approach to customer management delivers sustainable business growth. CCL aims to deliver a combination of insight, intellect, wisdom and pragmatism - combined with a real understanding of people - to achieve commercial results that are beyond the norm. Using a joint project team approach, CCL offers advice and support to help companies develop and implement customer strategies that produce results.
With its 100 consultants averaging 20 years experience, CCL helps business leaders and their teams – including those at Norwich Union, BUPA, South West Trains and National Express Group – to activate their internal resources and ensure measurable success.
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