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 have had the pleasure to know and work with Mike for many years. He was an integral member of the team that contributed to the sales and revenue successes at CSA and ProQuest. He has an incredible work ethic and is willing to take on even the most daunting of challenges in a professional manner. He has been a success at every level of his sales and sales management career. I am most impressed with him as a “people person” who will always take the time to mentor and help the salespeople in our organization. Mike is a gifted writer contributing a monthly column about music to an online site for over eleven years and is a natural teacher. He is truly an asset to any organization that is lucky enough to engage his services. I highly recommend him.
Jim McGinty, Former Vice Chairman, Cambridge Information Group
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