Strengthening B2B Relationships for a Leading European Fashion Retailer

Analyzing Client Data to Improve B2B Relationships

A major European fashion retailer was experiencing declining B2B revenue despite having a strong leadership team and capable account managers. Existing processes assumed that relationships were stable, but client complaints and missed opportunities suggested otherwise. FARM was engaged to uncover the underlying causes and restore revenue growth.

Enriching and Connecting Fragmented Client Data

Our approach began by connecting disparate data sources: CRM records, sales logs, client communications, and feedback reports. By combining historical data with qualitative insights, we created a comprehensive picture of the client ecosystem. Additionally, we identified and filled gaps by employing various research methodes. This data-driven methodology allowed us to identify which relationships were at risk and why, revealing gaps in communication and proactive engagement.

Actionable Recommendations for Account Management

Based on the insights, we provided a detailed roadmap to improve B2B relationships. Recommendations included proactive client check-ins, customized engagement strategies for high-value accounts, and refined tracking of account performance metrics. Leadership could now make decisions grounded in data rather than assumptions, ensuring every action targeted measurable improvements. authentic connections with their audience, increase retention, and make marketing more effective.

Recovering Revenue Through Data-Driven Client Strategies

As a result, the client strengthened trust with key accounts, improved retention, and recovered revenue that had been quietly slipping away. The process also established systems for ongoing monitoring and early warning for at-risk relationships, ensuring sustainable growth.