Chris Koch

SEPTEMBER 9, 2011

Consultant Fred Reichheld didn’t invent the concept of customer loyalty, but by identifying the marker for it, he changed how many companies approach managing customer loyalty. Assuming that you’ve done the necessary research to understand your target audience, that change can be on a personal, organizational, or industry level.

Thought Leadership 100

Thought Leadership Peer-to-peer Loyalty Case Study 100

Chris Koch

SEPTEMBER 9, 2011

Consultant Fred Reichheld didn’t invent the concept of customer loyalty, but by identifying the marker for it, he changed how many companies approach managing customer loyalty. Assuming that you’ve done the necessary research to understand your target audience, that change can be on a personal, organizational, or industry level.

Thought Leadership 100

Thought Leadership Peer-to-peer Loyalty Case Study 100

Chris Koch

FEBRUARY 24, 2010

I’m also hoping that the excitement (and the needs of social media consultants and authors to drive their businesses) will not drive us to distraction. B2B marketing lays the path to a sales discussion and supports relationships with existing customers. christopherakoch.com). Why B2B marketers hate social media (christopherakoch.com).

Social Media 100

Social Media Marketing Strategy Marketing & Strategy B2B Thought Leadership 100

Chris Koch

APRIL 17, 2009

They may also know what the customers’ major business issues are—if they know how to ask. Our research shows that customers don’t think their providers do a very good job of helping them with their business issues. One of my colleagues did this when she worked for marketing in a consulting firm.

Planning 100

Planning Process Work Management Verticals 100

Chris Koch

MAY 15, 2009

I’ve always counseled them to not take it personally, and to try to reach out to business people and let them vent their anger and get past it. I shared the stage with Marijean Lauzier, the CEO of Digital Influence Group, an agency that consults on Web 2.0. But it’s hard. Yesterday was different.

Web 2.0 100

Web 2.0 Peer-to-peer Paid Search Agency Stats 100

Chris Koch

JULY 22, 2011

Many of us in B2B can be proud of how we educate our customers and prospects on the business issues they face—from current regulatory changes to future “sea changes.” Unfortunately, this one does often ring true in B2B, at least in my experience in consulting. Here are some examples: Educate the customer—or don’t.

Work Management 100

Work Management Marketing Management Social Media B2B Marketing 100

Chris Koch

JANUARY 8, 2010

Not in our businesses, though. This also meant they paid millions extra in consulting fees to change the software and millions more the next time they wanted to upgrade their software. We’re wired as humans to believe that we are each unique and different—indeed, this perception shoulders the bulk of our self-esteem.

Social Media 100

Social Media B2B Thought Leadership Thought Leadership Media 100

Chris Koch

APRIL 30, 2010

I always take analysts’ forecasts with a grain of salt, but ABI’s prediction that mobile marketing (ads on mobile phones) will be a $4 billion business by 2014 makes you stop and think. Consulting firm CSC meanwhile, built a tree trunk called WikonnecT that is a B2B online community for the insurance industry. How do we compete?

Mobile Marketing 100

Mobile Marketing Mobile Advertising Paid Search Agency Wiki 100

Chris Koch

JANUARY 15, 2010

Today, more salespeople are able to have business and strategy discussions with customers and take the time to listen to their needs. Businesses are asking if you’re not doing all these things you used to do anymore, why should I give you more budget? Except that today many of those sales guys are gone.

Social Media 100

Social Media Work Management Marketing Management Marketing Automation Services 100

Chris Koch

OCTOBER 1, 2010

Ideas that educate customers and prospects about important business and technology issues and help them solve those issues—without selling. Just because their business model doesn’t work anymore, that doesn’t mean that their model for developing ideas and getting them out into the marketplace should also be tossed out. It works.).

Thought Leadership 100

Thought Leadership Social Media B2B Thought Leadership Peer-to-peer 100

Chris Koch

JULY 29, 2011

However, something as politically charged as the healthcare debate is not the normal territory of buttoned-down consulting firms like McKinsey. Maybe if we had all gone to the upper two percent of business grad schools like the folks at McKinsey we would have known better. The chattering classes intrude. That’s the height of arrogance.

Social Media 100

Social Media Thought Leadership Paid Search Agency Companies 100