Focus of information Customers marketplace Customers business Typical

Focus of information Customer’s marketplace Customer’s business Typical kinds of information Analysis models Customer’s competitors Customer's customer segments Routes to market Suppliers inc you and your competitors Economic health and trends Government regulation Technical innovations Market map: defining the market and participants Financial results and investor reactions Objectives and strategies Mergers and acquisitions Alliances and partnerships Geographical expansion Product developments Marketing, pricing and promotions Customer’s Organisation and restructurings organisation and Promotions and moves facilities Internal relationships and alliances Facilities and activities Openings, shutdowns, productivity Customer’s relationship with your company STEEP analysis: identifying changes and pressures in the customer’ marketplace Porter’s five forces: identifying the customer’s opportunities and threats Interpretation models SWOT analysis and strategies: identifying the customer’s objectives and strategies Culture web: Value chain: identifying the customer’s strengths and weaknesses understanding underlying influences in the customer Organisational structures: identifying key players Physical structures: monitoring activity Projects and project teams Budget holders Relationships with suppliers Relationship mapping: monitoring relationship development Sales and margin Project progress Measurement framework: Tracking performance metrics Action plan: anticipating the customer’s activity Customer profitability: evaluating customers