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.
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
-Atlee Valentine Pope
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Choosing The Right Customers
Thursday, October 21, 2010 - Permalink
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"Understanding the customer chain is the lever for value creation in any business. Companies that follow the path outlined in CoDestiny will unlock growth opportunities, build customer loyalty, motivate employees, and grow shareholder value."
David D. Petratis, Chairman, President, and Chief Executive Officer, Quanex Building Products, Houston, TX, and former President and Chief Executive Officer, Schneider Electric North America