Market and Client Review and Evaluation

Communications with your customers should occur more than once or twice a year. By interacting more frequently with your customer base, a feeling of partnership is developed. Customers appreciate being called upon to give advice and suggestions on how product offerings can be improved. Mike Gruenberg has been calling on libraries for over 34 years and in that time has been able to help libraries help vendors to create better products.

Review current client list and current market sector:

  • Review current client list
  • “Right size” your client list
  • Develop regular communications to your clients; other than from salespeople
  • Examine Global Customer Advisory Group
  • Assist and review organizing, developing, maintaining and
  • conducting winning Advisory groups
  • Review current market sector
  • Analyze current market focus and examine possibility of developing new markets
  • Competitive analysis
  • Product Analysis
  • Are your profitable products really the most profitable?
  • Conversely, are your least profitable products really the dogs you think they are?
  • Are your salespeople actually well-matched to their market?

I would like to recommend Michael Gruenberg to your organization. I have known Mike for over 30 years.  He worked for Disclosure, a company I owned from 1977-1987, in increasingly significant sales positions., and then again for my company ProQuest for the last six years.

Mike is knowledgeable, personable, and a self-starter. He gets things done, requires minimal supervision, has a proven track record of consistently exceeding his quotas, and his customers love him.  He is a man of integrity and intelligence.

I recommend Mike highly; he would be a valuable asset to your organization.

Robert N. Snyder, Chairman, Cambridge Information Group
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