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A importância da Gestão de Clientes

O grande desafio enfrentado pela quase totalidade das empresas é, sem dúvida alguma, o de manter uma razoável base de clientes ativos que assegurem o faturamento adequado para que haja resultados positivos, e para que possamos investir no desenvolvimento tecnológico, no crescimento da empresa e em sua rentabilidade. Podemos pensar em várias soluções como, por exemplo, a constante busca de novos clientes para repor aqueles que deixam de comprar por diversas razões. Outra alternativa, que vem sendo preferida por um grande número de empresas, é a fidelização dos clientes tradicionais.

Para se efetuar uma gestão de clientes adequada precisamos, inicialmente, de um banco de dados (database) de nossa área comercial, que pode ser encontrado na maioria dos bons softwares (inclusive gráficos) oferecidos no mercado. Precisamos conhecer a relação da nossa empresa com o mercado atualmente atendido, onde através destes programas de gestão, identificamos uma série de dados necessários para gerenciar as ações de nosso departamento comercial. Sabemos, por experiência, que cerca de 20% de nossos clientes representam 80% do nosso faturamento e isto se tornar perigoso quando temos uma a base de clientes muito pequena. Devemos verificar quanto representa, em valor relativo, o faturamento de nosso maior cliente que na melhor das hipóteses não deverá ultrapassar os 10%, pois caso o cliente se decida por uma mudança de fornecedor, perderemos instantaneamente 10% ou mais, de nosso faturamento. Devemos verificar, igualmente, qual o percentual de lucro e de margem de contribuição, de cada cliente, para avaliar o custo-benefício no atendimento personalizado que damos a estes clientes. Um terceiro fator se refere ao tipo de produto/serviço o qual entregamos. Devemos verificar quais as margens que nos deixam os diversos tipos de produto/serviço. Outro item, de grande importância, é a análise de nossa equipe de vendas, onde podemos verificar quais os profissionais que mais faturam e qual o resultado que estes mesmos profissionais deixam para a empresa. De nada adianta um vendedor faturar um grande volume se a margem deixada for quase nula, o que muitas vezes acontece na prática. Precisamos igualmente verificar se, nossos representantes autônomos, não estão nos usando para cobrir seus custos fixos e focando seus negócios com outras representações mais atrativas e lucrativas.

Falamos da busca de novos clientes para reposição de clientes perdidos e da fidelização de clientes tradicionais. Há, no entanto, uma outra direção que tem sido focada por um grupo de empresas: gestão de clientes através da análise da perda dos mesmos. Para tanto, são elaboradas algumas questões de fundamental importância,como: – Quem realmente são os nossos clientes? – Será que sabemos o suficiente sobre cada um deles para compreender as suas necessidades e satisfazê-las da melhor maneira possível? Se não sabemos as respostas a estas questões essenciais, provavelmente estamos desperdiçando nossas forças na área de vendas. Através de uma série de estudos, podemos identificar características dos clientes e verificar as reais necessidades.

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