Overview

Defending market position and profitability, this book shows how to achieve standout with major customers designed to ensure you become less of a supplier of a commodity and more of a co-developer of wealth-creating initiatives. Using a step-by-step methodology, the author goes through the planning stage of defining a true partnership, from identifying potential alliances, utilizing efficient filters for selection and profiling customers, to the choice of the strategic initiative which will be tackled. He then focuses on implementation, highlighting how to gain customer commitment, the technical and commercial study, building the partnership team, and evaluating and feeding back its progress. The text is also backed up with international case examples which show how different companies have developed partnerships and the outcomes realized from them.

Full Product Details

9780566081019

Table of Contents

Reviews

An innovative approach to shutting out your competitors and defending your market position and profitability. Steward provides a step-by-step methodology to help any organisation become less of a supplier of a commodity to your customers and more of a co-developer of wealth-creating initiatives. There is guidance on defining a true partnership, identifying potential alliances, efficient filters for selecting and profiling customers, and choosing the strategic initiative to be focused on. The book also offers advice on implementation and evaluation. (Kirkus UK)

Author Information

Tab Content 6

Customer Reviews

Recent Reviews

Countries Available