When Consultants & Clients Clash
Creating Customer Value & Customer Relationship Management
“When Consultants & Clients Clash”
1. At which stage of the relationship life-cycle would you position the business relationship between the Statler Group and the Kellogg-Champion Securities?
In order to elaborate and analyze this question, someone can base his opinion and his respective reasoning upon both the two models that we have discussed during the class. More specifically, we can position and perceive this specific relationship according to both “the five-stage evolution process” and “the relationship life-cycle” approaches. Thus, through my personal perspective, if at first we depend on “the five-stage evolution process”, which seems to be kind of more point-specific and rather static or stable, – not in a negative concept, just with specific, clear starting and ending points- we can position the relationship between Statler and Kellogg-Champion at an early stage. The two companies had already entered the “threshold of relationship-building” but they seem to be at a premature level, where they are both trying to adjust and adapt to the new circumstances. Since the collaboration until now seems not to be going well, only if the two brands manage to overcome the present unpleasant situation that I will describe for the next question, the two brands will progress through the other formative stages, where their relationship will grow and become well-founded. Thereinafter, through the second approach of “the relationship life-cycle” which in my eyes seems to be more dynamic, fluid and moving, the relationship between the two firms is a typical example of relationship that has just entered the exploration stage. It is again a matter of effective management, constructive communication and precise decision-making whether or not the two firms will manage to pass through this level with a positive outcome. Only when the two firms achieve to positively affect the
“When Consultants & Clients Clash”
1. At which stage of the relationship life-cycle would you position the business relationship between the Statler Group and the Kellogg-Champion Securities?
In order to elaborate and analyze this question, someone can base his opinion and his respective reasoning upon both the two models that we have discussed during the class. More specifically, we can position and perceive this specific relationship according to both “the five-stage evolution process” and “the relationship life-cycle” approaches. Thus, through my personal perspective, if at first we depend on “the five-stage evolution process”, which seems to be kind of more point-specific and rather static or stable, – not in a negative concept, just with specific, clear starting and ending points- we can position the relationship between Statler and Kellogg-Champion at an early stage. The two companies had already entered the “threshold of relationship-building” but they seem to be at a premature level, where they are both trying to adjust and adapt to the new circumstances. Since the collaboration until now seems not to be going well, only if the two brands manage to overcome the present unpleasant situation that I will describe for the next question, the two brands will progress through the other formative stages, where their relationship will grow and become well-founded. Thereinafter, through the second approach of “the relationship life-cycle” which in my eyes seems to be more dynamic, fluid and moving, the relationship between the two firms is a typical example of relationship that has just entered the exploration stage. It is again a matter of effective management, constructive communication and precise decision-making whether or not the two firms will manage to pass through this level with a positive outcome. Only when the two firms achieve to positively affect the