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Existing Customer List, by SBUView Template for: Existing Customer List, by SBU The purpose of this section is to list existing corporate customers. A matrix can easily be constructed that shows corporate customers by corporate SBU. In the most simple case, for each corporate customer, place an 'X' under each SBU from which the customer currently purchases products and services. The example format on the template web page goes one step further and lists the revenue of each corporate customer by strategic business unit. Depending upon the time of year and the information available, the data could represent last year's revenue, revenue for the last 12 months, or year-to-date figures. If the company's management information system is sophisticated enough, the profitability of each customer could be listed by SBU as well. However, the main goal of this analysis is to maximize cross-selling opportunities. Each business (i.e., the sales manager of each business) should be familiar with the total corporate relationship of each major corporate customer. This information can be useful for making a proposal; for planning a multi-business pricing arrangement; or for building a product or service that requires two or more business units to collaborate. Existing corporate customers which are not current customers of a particular SBU are often the best potential customers for that SBU. |
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