trusted partners

Situation

As a large Reachmedia client, there was requirement for a dedicated resource/relationship person to work with at the strategy end of marketing and promotional programmes. They we’re not looking for target marketing “101” but efficiencies and high levels of performance and productivity.

The client is highly attuned to the fact that commercially sensitive information is being shared with a supplier and so requires a high level of trust and a long term committed from the Reachmedia managers they deal with.

The client wanted one key person to deal with for the big decisions, who could handle the technical/analytical requirements and think strategically about the client’s goals.

Reachmedia assigned a top level relationship manager to deal with the client.

This person went out of their way to work to the client’s brief, understand their business and find extra ways to add value. They needed to be articulate to assist the client in seeing more effective ways to get results from mailer communications.

For example, the account manager attends all meetings with the agency, and printers and provides advice regarding segmentation, print volumes and weights. Client has observed that the Reachmedia manager is often more knowledgeable about printing issues than the printer!

Result

• The client has a trusted adviser relationship with their Reachmedia person.
• The client considers this person as ‘part of the business’.
• The client is able to involve Reachmedia person in strategy development.
• Price is less of an issue if Reachmedia adds value.