Värdering av potentiella kunder : En studie på teknikkonsultföretag

Customer relations is an important parameter for companies to be competitive, then itis important to know what resources are needed to initiate and manage a relationshipand the consequences of it. Studies show that it is important for companies to focuson relationships that not only involve direct financial gain but also those whocontribute with other values such as marketing or access to new technologies.This thesis describes how three different consulting engineering companies work withthe valuation of potential customers. We have come to the conclusion that in thepresent situation these consulting engineering companies have no general approach tothe valuation of potential customers. However, we believe that it is possible todevelop a general methodology for this that would clarify the conditions and thusfacilitate decision-making. It is crucial that companies have the resources needed toinvest in the relationship in question.