The Research On The Construction Of New System Of Maintaining Group Client Relationship In Ningbo Unicom

As for full service carrier,the group client is not only the main contributor of revenue,but also the strategic resource.The group client market is the key marketing target of world leading carriers,whose 80%revenue comes from their 20%clients,that is group clients.Since Netcom was merged to Ningbo Unicom in 2008,the fixed network coverage of Ningbo Unicom has been enlarged a lot and the group client resources are enhanced.At the same time,Ningbo Unicom acquired the best 3G license,which established a concrete network base for it to develop group client's industrial applications.The industrial application solution is a good way to acquire group clients,improve the loyalty of clients through the increase of cost of customer churn.So the development of the group client with industrial application is the main source of the increase of the carrier revenue and can make sense for the continuity of carrier's profit generation.This thesis focuses on the group client market of Ningbo Unicom,analyzes problems on current situation of maintaining group clients and discusses the strategy on the construction of new system of maintaining group client relationship.The thesis analyzes the macro and micro environments of telecommunication business development,coming out the conclusion that maintaining group client relationship is the key to increase the revenue of the carrier.At the same time,the thesis elaborates the level,function and model of maintaining client relationship based on the current situation of the customer relationship theory and latest research result in China.At last,based on different strategies on maintaining customer relationship in different lifecycles,the thesis makes the research on the system support,detailed maintaining strategies,policies on team build and incentives and the maintaining cost management etc.Not only shall the carrier establish the marketing organization according to the market,but also it constructs the maintain system accordingly.Through the development of customer satisfaction and secondary value,the recognition of the carrier will be improved in group clients and the contribution of group clients to the revenue will also be increased so that the carrier will keep the continuous and steady development in the fierce competition.