{"id":1866,"date":"2025-12-30T13:08:15","date_gmt":"2025-12-30T12:08:15","guid":{"rendered":"https:\/\/eveneum.com\/?post_type=product&p=1866"},"modified":"2026-02-18T13:48:08","modified_gmt":"2026-02-18T12:48:08","slug":"customer-life-cycle","status":"publish","type":"product","link":"https:\/\/eveneum.com\/en\/product\/customer-life-cycle\/","title":{"rendered":"Customer life cycle"},"content":{"rendered":"
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\n Training objectives <\/h2>\n <\/div>\n
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\n Key benefits of training <\/h2>\n <\/div>\n\n \t\t
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Exploring the parameters affecting the value delivered by the customer<\/p>\n <\/div>\n <\/div>\n <\/div>\n

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Understand what relationships exist between turnover, margins and profitability<\/p>\n <\/div>\n <\/div>\n <\/div>\n

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Gain skills in assessing customer profitability<\/p>\n <\/div>\n <\/div>\n <\/div>\n <\/div>\n <\/div>\n\n\n\n

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\n Description of training <\/h2>\n
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In Sales, we tend to focus primarily on offering added value to our customers. Is that right? Let's find out!<\/strong><\/p>\n

Have you wondered how many people in your sales department will quickly and efficiently answer the question - tell me what added value your customer brings to Our Company?<\/p>\n

Most will probably answer something like - they buy a lot from us, or that they are a very loyal customer, perhaps some will even give some statistics to back up their opinion. But is this really the whole truth? Let's find out.<\/p>\n

Consider what happens if you ask a follow-up question, e.g. what makes you so sure that what you are talking about is actually adding value for us? This question can be irritating to say the least, and not because the people being asked, and their clients, are not delivering that value, but because articulating the value they are delivering is simply difficult.<\/p>\n

Familiarisation with the model Customer Life Cycle<\/strong>, The seminar will allow you to realise the real impact of your systematic work with your customers on the value they deliver to your company, and what you can do at various stages of cooperation to maximise this value. Together, we will consider what parameters besides sales volumes and margins will play an important role in analysing the added value for your business. We will also consider what the potential difference in added value is when working with new clients versus a strategy of developing existing clients. This knowledge will enable you to easily and effectively adjust your sales plans, behaviour and decisions towards different customers, so that both parties see added value in the collaboration.<\/p>\n

The classroom training lasts approximately 8 hours. The training uses:<\/p>\n

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  • elements of group tasks based on case studies,<\/li>\n
  • and also based on the client's own examples.<\/li>\n<\/ul>\n

    The tools provided, modified during the workshop, are made available for future use by the client.<\/p>\n <\/div>\n <\/div>\n<\/div>\n\n\n\n

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    \n This is important <\/div>\n

    \n Key Programme Topics <\/h2>\n <\/div>\n
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    \n <\/mask><\/mask><\/g><\/g><\/svg> <\/div>\n\n
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    \n Part 1 <\/div>\n\n
    \n Customer life cycle <\/div>\n <\/div>\n
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    Discussion of the customer lifecycle and the impact of customer profitability on company performance. Analysis of the relationship between sales, margin and EBIT and the factors affecting customer service costs. Introduction to customer segmentation using the concept of Whale Chart<\/em> (clients A, B, C).<\/p>\n <\/div>\n \n

    \n Read more\n <\/div>\n <\/div>\n <\/div>\n <\/div>\n\n \n
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    \n <\/mask><\/mask><\/g><\/g><\/svg> <\/div>\n\n
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    \n Part 2 <\/div>\n\n
    \n Project life cycle <\/div>\n <\/div>\n
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    Analysis of the change in the value of the project over time and the change in the customer's perception of the supplier's value. Identifying the moments when there is the greatest opportunity to win the customer. Discussion of the model Signature Selling<\/em> as a tool for assessing the customer's willingness to cooperate.<\/p>\n <\/div>\n \n

    \n Read more\n <\/div>\n <\/div>\n <\/div>\n <\/div>\n\n \n
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    \n <\/mask><\/mask><\/g><\/g><\/svg> <\/div>\n\n
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    \n Part 3 <\/div>\n\n
    \n Increasing customer profitability <\/div>\n <\/div>\n
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    The impact of discounts and price reductions on customer profitability and the consequences of service cost reductions. Analysis of price increases and sales volume increases in the context of their impact on customer EBIT and profitability of the cooperation.<\/p>\n <\/div>\n \n

    \n Read more\n <\/div>\n <\/div>\n <\/div>\n <\/div>\n\n <\/div>\n<\/div>\n\n