CoDestiny

Choosing The Right Customers

Thursday, October 21, 2010 - Permalink
One of the insights we’ve learned is that picking your customers is as critical as any other element of strategy.  Not all customers are open to a strategic relationship.

At a Strategic Accounts Management Association meeting recently, I presented a paper titled “How Important Is Your Firm to Your Customer?”  The paper suggested a scoring system to determine whether a supplier was important to their customer’s strategy and operations, and also whether a supplier was important to their customer’s own customers, helping them make sales or giving them a competitive edge.  Not every supplier-customer relationship is important in either respect, and even fewer are important along both dimensions.

Picking out the customers that are going to value the relationship is an important first step in getting beyond adversarial relationships.  With scarce resources a reality, there is no use in fighting too many uphill battles.

-Atlee Valentine Pope

Click here to contribute to the discussion.
Comments
Post has no comments.
Post a Comment




Captcha Image


Join The Discussion


To view and join the discussion, click the links that say “Click here to contribute to the discussion.”

Send us your success story



"CoDestiny is a valuable and practical guide to helping executives focus on achieving growth through their customers. As businesses look for fresh approaches that will catapult themselves forward, this book is a worthy read and great to have in your toolbox."

James D. Power IV, coauthor of Satisfaction: How Every Great Company Listens to the Voice of the Customer and former executive at J.D. Power and Associates, Agoura Hills, CA
Boston Web Designer