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How to Maximize the Value of the Client-LSP Relationship
by Hélène Pielmeier
December 12, 2014
December 12, 2014

 
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Summary
Common Sense Advisory examined how LSPs progress from being a provider among many to becoming a full-fledged partner.This research on the client-LSP relationship outlines best practices for LSPs to maximize their efforts at each of the six progressive stages of the relationship journey with direct clients: 1) LSPs capture the prospect’s attention; 2) they seek to satisfy the prospective buyer’s preliminary needs; 3) once they land the client, they strive to retain it; 4) they eventually build loyalty; 5) after that, LSPs move into a more proactive up-selling phase; and 6) when all goes well, they finally reach the stage where they have brand evangelists who are enthusiastic about spreading the good word about their services.

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Pages: 12
 

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