Analysis and Assessment of the Portfolio of Corporate Clients

Abstract

Abstract—The article substantiates the need to develop methodological provisions for the selection of cooperation models with buyers in B2B market due to the increased attention to building relationships with customers, capitalization client portfolio. The authors systematize the models of interaction with corporate clients on the principle of analogy, based on the indicators of the expected effectiveness of cooperation and dependence on the corporate buyer. Particular indicators that form expected effectiveness and dependence on the buyer are specified. Based on the survey of experts, the criteria for the optimality of the client portfolio of enterprises in terms of customer dependence were identified. The methodology assumes the variability of adaptive behavior of enterprises in relation to customers. The models are differentiated according to the priority direction of investment, the required frequency of diagnosis, readiness for change, the priority in relations, the role of the building materials industry enterprise in the system of bilateral cooperation.