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Roundtable: How Strategic Is Your Firm to Your Customers?
Author: Atlee Valentine Pope, Blue Canyon Partners
Presentation Handout | April 25, 2010
What should a supplier do to become more strategic to its customer and avoid being displaced, rationalized or commoditized? In this session, participants will share experiences, debate concepts and openly discuss how to ensure that your company becomes more important to your strategic customer. You will learn: * How to determine which customers welcome a higher level of relationship engagement and why * An assessment method consisting of key questions that determines how important your firm is to your customer * A tested approach toward identifying areas for improvement to enable your firm to ultimately succeed in building a win-win relationship
Available to SAMA members only
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