移动运营商重视大客户工作的战略意义

Strategy Significance for Mobile Operators At tach-ing Importance to the Work of Large Customers

由于大客户市场竞争压力加大、大客户是收入和利润的重要来源以及目前这方面工作存在薄弱环节等原因,中国移动今年工作的重点之一是如何保留大客户。中国移动在保留大客户工作中将会面临“对大客户进行再细分”、“提供什么样的服务模式”以及更现实的转网问题。要解决上述问题,应将规范化服务和个性化服务有效结合起来。另外市场细分研究和品牌转换研究能够为如何保留大客户提供决策依据。

Due to the reason that the compe-ti tion in large customer market is increasing,large customers are the main sources for rev enue and profit as well as that there is some weakness in this area now,one of the emphases of China Mobile in this year is how to retain large customers.During the process of retaining large customers,China mobile will face the problems of″sub -divi-sion of large customers″,″what kind of ser-vice mode to provide″and″how to deal with the problem of network transition″.To resolve all these prob lems,stan dardization service and individ uation service should be combined efficiently.More over,market subdi -vision and mode tran sition research can pro-vide decision-mak ing basis for how to re tain large customers.