The Macquarie Marketing Group has conducted detailed reviews of over 500 major organisations (involving over 1,600 senior decisionmakers) on expectations from suppliers and customer relationship management best practice.

This, together with regular 'best practice' studies and international benchmarking forms the basis of an extensive database on trends, key issues, expectations and supplier performance in business customer management.

Some examples of learnings in business customer management are set out below:

• Common pitfalls in managing key accounts
• Best practice principles
• Key factors in retaining and growing business customers
• Effective implementation

MMG would be delighted to provide a more detailed briefing in these areas or to review implications for your organisation as appropriate.