Key Client Marketing Strategy Research Based On One Procince Telecommunication Company

With the reform of China telecommunication industry, the market environment has changed radically. And a new, more open competitive pattern is gradually formed from one monopolized by one Telecommunication Carrie to one led by several Telecommunication Carries and shared by numerous smaller ones. In such a competitive pattern, key clients as important source of income and profits have become the focus of competition. Key client market of certain Telecommunication Carrie is facing unprecedented challenges. This paper summarized the current key client market in communications industry field, by researching the competition in the key client market and analyzing the competition situation using SWOT method. Meanwhile it found out the current development trend of the key client market by analyzing business data during 1-7 month, 2006-2007; it also analyzed the problem existing in key client market. On this basis, it put forward the theory that the company should continue to stabilize and expand the key client market using Marketing Strategy. First, the company should fractionize the key client market, actualize the differentiated services, and create the service brand; Second, it should provide personalized services according to the needs of the key client; Third, it should innovate and enrich the key client business further in order to achieve the sustainable development of the market; Fourth, it should expand the key client market in all directions by using modern Marketing Mix to ensure the key client communications market's stability and development.