Companies that successfully ENGAGE their B2B customers realize 63% lower customer attrition, 55% higher share of wallet, and 50% higher productivity

1. Webinar: Strategies for
high-­value relationship marketing
in the cloud era

2. Why B2B relationship marketing is more relevant today than ever
The digital marketing mistakes to avoid if you want to build client loyalty
The three areas you need to focus on when implementing your
relationship marketing strategy
What you need to ask before investing in a cloud-­based CRM solution

3. CONCEP PARTNERS WITH
25% OF THE TOP
100 LAW FIRMS
GLOBALLY
2 OF THE TOP 4
GLOBAL REAL
ESTATE FIRMS
7 OF THE
WORLD’S TOP 50
FINANCIAL
SERVICES FIRMS
2 OF THE TOP 6
ACCOUNTING
FIRMS

4. Partnering firms who rely on
HIGH-VALUE RELATIONSHIPS to
drive growth.
15 years
Seamless INTEGRATION with
management dashboards give
ACTIONABLE BUSINESS
DEVELOPMENT INTELLIGENCE,
showing you where to reinvest your
efforts.
DESIGNED FOR LEGAL,
PROFESSIONAL AND FINANCIAL
SERVICES
who need decentralised marketing
teams, approval processes and
brand control.

5. (Gallup)
Today…
Inbound or Outbound?
Recently…
Inbound Marketing
15 years ago…
Outbound Marketing

6. WHY B2B RELATIONSHIP MARKETING IS
MORE RELEVANT TODAY THAN EVER
Companies that successfully ENGAGE
their B2B customers realize 63% lower
customer attrition, 55% higher share of
wallet, and 50% higher productivity.
(Gallup)

7. With cloud technology
and digital marketing
tools it is possible to
build one-to-one B2B
relationships easily and
effectively

8. The marketing mistakes to avoid if you want to build client loyalty
Marketing teams get caught in a
cycle of activities which don’t
effectively serve the overall plan.
ALL TOO OFTEN…

9. WHICH OF THESE MARKETING
BEHAVIORS ARE YOU GUILTY OF?
Getting communications out
for the sake of getting it out
Not listening to your clients
Poor or no processes
No real measurable reporting
of marketing activities.

10. A highly effective strategy will achieve:
ü security
ü business intelligence
ü efficiency
KNOW YOUR END GOAL

11. pay for the right level of resource
invest in the resources and
positions that support relationship
growth
MUST DO’s
put systems in place that capture
insights when people do exit the firm
hire or upskill people who will
adapt

12. (REALLY) KNOW YOUR CLIENT
Get to really know, understand and value
your customers. Build up a picture.
Long-­term insights will tell you how that
client wants to interact with you.

13. MUST DO’s
Know what data you hold on your clients and why
Pull all the data together in one place to build up a
Personal for that individual and their organization.
Make time to analyse the data and gain insights
that will help you make decisions on the next
best action to take.
Find a technology partner who can help you achieve this.

14. COMMUNICATE!
ü Communicate regularly
ü Tailor your content
ü Ask for feedback
ü Listen to feedback
We don’t have the luxury of being face to face 24/7.
That is where digital marketing comes in.

15. MUST DO’s
Build in a two-­way communication and encourage feedback
Implement nurturing programs around particular
topics
Communicate regularly -­ yet appropriately
Develop insights and thinking that are USEFUL and
RELEVANT to your clients
Reward your clients for their loyalty

16. CLOUD-BASED TECHNOLOGY
IS TRANSFORMING B2B
RELATIONSHIP MARKETING
What 5 questions you need to ask before
investing in a cloud-­based CRM solution?

17. Does the solution capture the
complete customer picture?
#1
Will my firm save money? #5
Is it accessible? #4
Is the solution scalable? #3
Does my marketing team have the skills
and experience to use this data?
#2

18. With cloud-based
technologies, the right
strategies, people and
processes, you will be able
to understand your
customers and build long-
lasting, mutually-rewarding
relationships

19. GET IN TOUCH
Emilie Laugesen
NEW YORK
Vice President Client
Services, Americas,
CONCEP
James Darrall
LONDON
Vice President, Global
Business Development,
CONCEP
Visit Marketing4Dynamics.com
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