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The Mind of the Customer
Providers of key business or mission critical solutions must engage and connect with their customers on a higher level. A standard supplier relationship will simply not generate or sustain that vital degree of trust.

Other supplier relationship Related Articles

Lock Your Customers into Buying Exclusively from You
Every business owner dreams of customers that can only buy from them, totally shutting out the competition. It is being done everyday with Strategic Supplier and Integrated Supplier Programs that lock customers into buying exclusively from you, rendering the competition impotent.
Opportunity Pursuit – part 1, identifying or creating?
Too many interactions between suppliers and buyers are based on individual transactions involving the supplier re-acting to a stated requirement. This serves neither the supplier nor the buyer as the result is invariably a price driven solution with little or no consideration for the added value that could be available or for the potential benefits of a more solid relationship designed to deliver benefits way beyond the single one-off transaction.
Dangerous Supply Chain Myths (Part 2)
Segment 2 - Supplier Development and Management: The Fruit of a Poisonous Tree? Supplier Development and Management Effective supplier development and management should deliver a competitive advantage in cost, quality, delivery/responsiveness, technology, and innovation achieved.

The Mind of the Customer
Providers of key business or mission critical solutions must engage and connect with their customers on a higher level. A standard supplier relationship will simply not generate or sustain that vital degree of trust.
Answering a Silent Question: When Compliance Adherence is a Hear No Evil, See No Evil, Speak No Evil Proposition (BC Compliance Group Profile)
How Can You Negotiate After the Deal is Done? “Imagine This: a requisitioner commits to a deal with a supplier without your involvement or approval. Now the supplier believes he’s already won the order and you’ve lost the upper hand in any negotiation. This can be one of the toughest situations you will ever face in procurement.” Network Member Question, January 12, 2009

An Elephant Sized Sales Tip You Need Now
Look Down Lady - There's An Elephant On Your Foot! (And this is a pachyderm in dire need of a pedicure.) This is the ELEPHANT that hardly anyone ever asks about with their potential customer: "Who was your previous supplier and why are you unhappy with them?" Don't be sooooooo afraid of mentioning your competition because you're terrified you'll lose the sale too. A BIG, elephant-sized mistake that would be. Pssst. You need to know what your customer's expectations are of you. You need to know what made them so unhappy with their last supplier that they dumped them (or are considering it)

Intel, UNC's Coal Supply and Abbott's Bottles: When the Shoe is on the Other Foot
It was interesting in that as I was reading the story about Intel in which it is alleged that the company "Used bribery and coercion to maintain its dominance in the microprocessor market," I could not help but think that this was not the first time that the proverbial shoe was on the other foot in terms of the sometimes strained relationship between buyer and supplier.
Your Role in Today's Economy is NOT to Increase Sales
The emerging role of the sales professional today is not to increase sales. Let me repeat that--- your role today is not to increase sales. Your role as a sales professional today is to systematically and consistently increase the number of customers who choose you to be their #1 supplier. You must become----The Supplier of Choice----which means you always get-----The First Call----and The Last look! Don't make the rookie mistake of thinking that your customers don't give last looks. If your customer doesn't give you the last look, then that means somebody else is getting it. It's time to evaluate the relationship equity you have built with that account.

Make Up Instead of Break Up: Holiday Relationship Tips
Sometimes holiday stress can be too much for a relationship. If you feel your relationship is teetering on the edge, here are five effective and very do-able relationship tools you can use now to prevent a relationship break up.
Is supplier incumbency a major problem with government contracting?
When you consider the fact that a good many government procurement experts - including those involved with the procurement process itself, have routinely suggested that 90% of all contract winners are decided before an RFP is actually issued (check out the Al Gordon interview under the Videos Tab of this Portal), one cannot help but wonder if it is worthwhile to pursue opportunities for which there is an already established relationship with an incumbent supplier.

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