Customer Portfolio Management in Times of Crisis: Find New Opportunities and Reduce Risks
Posted: Sun Jan 19, 2025 9:42 am
In times of economic recession, being aware of the opportunities present within your own company is the necessary differential to qualify negotiations. With sustainable monitoring and management of your Customer Portfolio, it is possible to better understand your target audiences and suppliers, reduce risks, and build customer loyalty and attract buyers!
In this content, we present some of the features and benefits of Portfolio Management, as well as some tips for optimizing this process. Enjoy reading!
What is Customer Portfolio Management?
Managing a customer portfolio is one of the main rcs database practices for companies of any size or segment. The first step is to organize all possible information about your group of current buyers. The same goes for former customers and those who may not do business with you again in the future.
Its main objective is to gather the necessary data to outline new prospecting strategies, improve sales results and strengthen relationships with your customers. Furthermore, with constant monitoring, it is possible to reduce the risks of default and fraud against your company.
With the hustle and bustle of everyday life, it may seem complicated to gather and track all of your customers' information. But not doing any kind of monitoring can be a potential weakness for your business. That's why entrepreneurs can count on fully efficient and technological Portfolio Management tools that make this management easier.
From these, it is possible to receive alerts, analyses of changes in the customer and supplier portfolio and integrated intelligence reports. Thus, within the sales cycle, customer portfolio management is found in the management period, after prospecting for new buyers and analyzing and granting credit . And all of these phases are essential for the success of your company.
Want to learn more about how customer portfolio management systems work? We’ll explain it to you below!
Benefits of Customer Portfolio Management
With a customer portfolio management system, you will be well supported to make decisions and assess the potential and risks of your company's current situation. This is because the tool has artificial intelligence that, based on various databases, can monitor behavioral changes of your buyers and suppliers in the market.
Among the monitored data are:
Protests, civil actions, judicial recoveries and bankruptcies;
Bad checks, pending debts and financial restrictions;
Number of queries;
CNPJ status, company name, line of business;
Partners, administrators and shares in other companies;
State registration status.
Based on this information, the entrepreneur will receive daily email alerts about the risks in his client portfolio. But more than that: he will be able to assess which negotiations could be harmful to his company.
Even if you have checked the customer's CPF or CNPJ at the beginning of the sales cycle, what is the chance that the consumer's financial situation has changed? Furthermore, how can you be sure that your supplier will be able to fulfill the agreements signed with your company? These are the delicate analyses and decisions that entrepreneurs need to make every day, especially in times of economic instability.
What does my company gain by doing Portfolio Management?
With the monitored data and reports mentioned above, the entrepreneur will have much more agility and security to make decisions. In addition, he will be able to take advantage of the potential of customers who are already “in the house” to offer solutions and innovations that may have been outside his focus.
Let's look at some practical examples:
If the customer is a good payer and has a good history with your company, take the opportunity to offer benefits programs. Whether it's discounts for referring new buyers, product updates and services with special conditions, this is a great opportunity to turn them into supporters of your brand.
If corporate clients in a certain sector are consuming more of your product/service, this may mean that the sector they are part of is heating up. How about prospecting for new buyers within this market? Be aware of relevant changes in the national economy, especially during this pandemic!
In this content, we present some of the features and benefits of Portfolio Management, as well as some tips for optimizing this process. Enjoy reading!
What is Customer Portfolio Management?
Managing a customer portfolio is one of the main rcs database practices for companies of any size or segment. The first step is to organize all possible information about your group of current buyers. The same goes for former customers and those who may not do business with you again in the future.
Its main objective is to gather the necessary data to outline new prospecting strategies, improve sales results and strengthen relationships with your customers. Furthermore, with constant monitoring, it is possible to reduce the risks of default and fraud against your company.
With the hustle and bustle of everyday life, it may seem complicated to gather and track all of your customers' information. But not doing any kind of monitoring can be a potential weakness for your business. That's why entrepreneurs can count on fully efficient and technological Portfolio Management tools that make this management easier.
From these, it is possible to receive alerts, analyses of changes in the customer and supplier portfolio and integrated intelligence reports. Thus, within the sales cycle, customer portfolio management is found in the management period, after prospecting for new buyers and analyzing and granting credit . And all of these phases are essential for the success of your company.
Want to learn more about how customer portfolio management systems work? We’ll explain it to you below!
Benefits of Customer Portfolio Management
With a customer portfolio management system, you will be well supported to make decisions and assess the potential and risks of your company's current situation. This is because the tool has artificial intelligence that, based on various databases, can monitor behavioral changes of your buyers and suppliers in the market.
Among the monitored data are:
Protests, civil actions, judicial recoveries and bankruptcies;
Bad checks, pending debts and financial restrictions;
Number of queries;
CNPJ status, company name, line of business;
Partners, administrators and shares in other companies;
State registration status.
Based on this information, the entrepreneur will receive daily email alerts about the risks in his client portfolio. But more than that: he will be able to assess which negotiations could be harmful to his company.
Even if you have checked the customer's CPF or CNPJ at the beginning of the sales cycle, what is the chance that the consumer's financial situation has changed? Furthermore, how can you be sure that your supplier will be able to fulfill the agreements signed with your company? These are the delicate analyses and decisions that entrepreneurs need to make every day, especially in times of economic instability.
What does my company gain by doing Portfolio Management?
With the monitored data and reports mentioned above, the entrepreneur will have much more agility and security to make decisions. In addition, he will be able to take advantage of the potential of customers who are already “in the house” to offer solutions and innovations that may have been outside his focus.
Let's look at some practical examples:
If the customer is a good payer and has a good history with your company, take the opportunity to offer benefits programs. Whether it's discounts for referring new buyers, product updates and services with special conditions, this is a great opportunity to turn them into supporters of your brand.
If corporate clients in a certain sector are consuming more of your product/service, this may mean that the sector they are part of is heating up. How about prospecting for new buyers within this market? Be aware of relevant changes in the national economy, especially during this pandemic!