Best Practices to Work With Regional Customers

Every customer that handles projects at a regional level needs a provider that supports them with both the sponsor of the project and every other department (and country!) involved. The supplier should find a way to unify ideas and meet the needs of everyone in the region. In the end, the service provided should support the region to execute projects faster and more effectively, optimize resources, time and project tasks.

Follow-up is essential to build a base of loyal customers and close new businesses. Learn more in our blog post Managing the Sales Cycle: What it Takes to Close the Deal.

When a regional sponsor is not involved, and the operation is handled only by one country or department, it might not meet the needs of everyone that is affected by the project. It might be a lost opportunity to maximize the effort and investment!

Regional Projects – Team Responsibilities

Project Sponsor

The sponsor is in charge of managing the resources of the entire account and determining the viability and feasibility of the project for the business strategy. A sponsor should be in place sponsor  from the very beginning of the negotiation. Ideally, this person part of the regional team and aware of all the requests made by each of the countries. Thus, he or she is able to channel all the requirements. 

Project Manager

On the Project Manager’s side, it is vital to set up recurring meetings. The main purpose of those gatherings is to examine a global vision of the applications and projects and to analyze how the business is doing and where is it going. Administrative decisions are made as well. 

A Successful Project Needs a Strong Bond

It’s essential to generate a strong bond between everyone involved. The country, regional and provider must stick to the same guidelines to generate fluid communication.

It’s no secret that a deployment generates moments of tension, affecting activities in every project. In those times, communication should be taken into account for the three parties. The perspective that the client may have on the provider depends on how he or she coordinates the transaction.

Communication is always going to be the responsibility of the provider because clients regard the provider as their ally. There are occasions where formal communication is not enough. Providers should visit and support their customers as much as they can to solve issues. 

The word “ally” is fundamental in the client-provider relationship. A series of future businesses that may benefit both parties depend on it. When a client has an ally, he/she creates a relationship of trust that creates new business opportunities for the provider to implement projects, achieve goals, gain a foothold in the market and grow together.

As mentioned several times, to correctly manage a regional account, communication is the key. It’s also helpful to avoid deteriorating the relationship and future problems that could damage new businesses. The three parties should always be involved in all aspects of the project. They should know what is being done and how. In case of having a mishap or a change of scope, the three of them can work together to create a win-win scenario. 

Follow-up is essential to build a base of loyal customers and close new businesses. Learn more in our blog post Managing the Sales Cycle: What it Takes to Close the Deal.

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