CUSTOMER RELATIONSHIP MANAGEMENT

In order to maintain in a market economy with the competition becoming increasingly tough, with consumer preferences and demands more sophisticated and diverse, a company must manage in the best possible way the relations with the existing and potential customers to know their preferences, attitudes, purchasing behaviour, motivations, in order to attract the proper clients for their company products. These goals may be achieved by implementing a strategy called “Customer Relationship Management”, which aims to identify the potential customers, observing their needs, attract them through a special offer and obtaining their enthusiasm. A key element of a CRM strategy is communication using as many possible ways with current and potential customers, in order to attract them and to become loyal.customer attraction, loyalty, CRM, strategy

Customer relationship management

After 17 years of economical and market development, Romanian companies face a new challenge: the tough competition from the European Union and the battle for the customers. The Romanian enterprises will have to learn not only how to attract customers, but also how to keep them. Marketing programs include now aspects regarding customer orientation, relationship management, loyalty and quality. In this paper, we will follow the main aspects, characteristics, dimensions and processes of Customer Relationship Management, and we will analyze the challenges that the local companies will have to face. Examples from the financial service sector will round the actual situation of the implementation of the CRM rules and principles in Romania.marketing information system, customer relationship management, business asset, customer acquisition, customer retention

Model Customer Relationship Management (CRM) Di Institusi Pendidikan

Tingginya tingkat persaingan antar institusi pendidikan mengakibatkan setiap institusi harus dapat mengelolainstitusinya secara profesional, seperti layaknya sebuah Perusahaan. Teknologi informasi dan komunikasimenjadi bagian penting bagi proses pengelolaan tersebut. Salah satu keunggulan tersebut berupa peningkatanlayanan dengan konsep Manajemen Hubungan Pelanggan atau Customer Relationship Management (CRM).“Pelanggan institusi pendidikan” dalam CRM ini adalah pemakai produk institusi pendidikan (dunia USAha),pemakai hasil riset yang dilakukan oleh dunia pendidikan (dunia USAha), mahasiswa, peminat/calon mahasiswa,dan alumni yang memerlukan jasa layanan karir. Sedangkan informasi yang dibutuhkan oleh pelangganmenyangkut informasi mahasiswa, peminat/calon mahasiswa, riset, lulusan/alumni dan informasi industri.Model ini menggambarkan proses akses interaksi “pelanggan” dengan institusi pendidikan dalam mengaksesCRM melalui website dan mobilephone. Model ini dapat memberikan gambaran aplikasi CRM untuk sebuahinstitusi pendidikan yang dapat menghasilkan database pelanggan yang kuat (termasuk kelengkapan profilpelanggan), memberikan analisis layanan dari setiap pelanggan, serta memberikan Interaksi dengan pelangganyang lebih targeted dan customized

Customer Relationship Management (CRM) Based on Web to Improve the Performance of the Company

Customer relationship management (CRM) is one of the model that can be used to maintain the relationship between customer and company. CRM is really helpful for the company to increase the customer interest toward the company, improve the economic condition, and improve the product promotion through the use of intimate customer knowledge. But, most of the company still can't utilize CRM well, one of the problems is to increase the company performance. In this Journal will talk about the utility of CRM based on web  to increase the company performance, the method that used in this journal is waterfall method which includes, analysis and systems engineering, requirements analysis, design, coding, programming, implementation and maintenance, and also literature review. With the e-CRM application is expected to provide benefits of the company, helps companies to know the wishes of customers, and can monitor the performance of employees, so the company is able to improve the performance of the company

Supply Chain Engagement Through Relationship Management?

Many studies carried out in relation to construction procurement methods have revealed evidence that there needs to be a change of culture and attitude in the construction industry, moving away from traditional adversarial relationships to cooperative and collaborative relationships. At the same time there is also increasing concern and discussion on alternative procurement methods, involving a movement away from traditional procurement systems. Relational contracting approaches, such as relationship management, are business strategies whereby client, commercial participants' and stakeholders' objectives are aligned. This paper reviews a range of relationship management project case studies undertaken between public and private organisations in Queensland, Australia and reports on the critical factors identified that influence the success of relationship management projects. The research takes place within the context of the supply chain and reflects attempts by a government agency to engage the supply chain through relationship management approaches. The advantages accruing from engagement include community benefit, added value and innovation. Relationship management is a system that provides a collaborative environment and a framework for all participants to adapt their behaviour to project objectives and allows for engagement of those subcontractors and suppliers 'down the supply chain'. It is about open communication, sharing resources and experiences, exposing the 'hidden' risks in the project for the benefit of all participants. The case studies suggest that leadership has a strong influence on the relationship management climate which needs to be facilitated and nurtured. Commitment and action by the senior management (and, so, parent organisations) can have a strong impact on the team and relationship management culture, indicating relationship management has a high chance of failure when there is inadequate support from top management. Like all relational contracting approaches, trust between relationship management partners is important. The authors conclude that without a positive approach to relationship management a sustainable industry and continuous improvement are not possible. So, the authors postulate that a 'sustainable supply chain' is essentially tautological without the existence of a clear relational vision that leads to both soft and hard infrastructure to assist and inform decision making and encourage relationship building. An example of this is discussed at the end of the paper

Analytical Customer Relationship Management Untuk Restoran

Bisnis restoran merupakan suatu bisnis yang cukup kompetitif. Dewasa ini, persaingan dalam bisnis ini bukan hanya berdasarkan rasa dan tampilan dari produk (makanan atau minuman) yang ditawarkan, tetapi juga berdasarkan keunikan konsep yang membangun keunggulan tersendiri dari restoran tersebut di mata konsumen. Dengan keunggulan tersebut, restoran berharap untuk dapat menarik konsumen untuk menjadi pelanggan. Untuk mencapai tujuan ini, salah satu pendekatan yang sering digunakan adalah Customer Relationship Management (CRM).Tantangan yang muncul adalah bagaimana menyusun suatu CRM yang dapat membantu restoran untuk menganalisa proses bisnisnya, termasuk menganalisa bagaimana perilaku pelanggan. Dengan hasil analisa yang mendalam, pramusaji dan kasir dari restoran dapat mempunyai peluang yang lebih besar dalam menciptakan hubungan emosional yang positifdengan pelangan. Analisa seperti ini tidak dihasilkan oleh operational CRM yang sudah umum diimplementasikan dalam bisnis restoran. Pertanyaan yang muncul adalah bagaimana membangun suatu analytical CRM yang mampu menjawab kebutuhan para pelaku di bisnis restoran.Penelitian ini bersifat eksploratif dengan menggunakan kombinasi data kualitatif dan kuantitatif. Studi kasus terhadap tiga restoran menjadi dasar dari penelitian ini. Dengan menggunakan kombinasi pendekatan wawancara, studi dokumen, observasi, dan kuesioner, formula CRM yang sesuai dengan karakteristik restoran dan konsumen di Indonesia diharapkan dapat dihasilkan. Penelitian ini mengusulkan konsep analytical CRM untuk diterapkan di ketiga restoran tersebut. Adapun tujuan penerapan analytical CRM adalah agar pebisnis dapat mendapatkan hasil yang lebih optimal dalam menerapkan CRM