Developing a strategy for improved relationship value
This service will assist the supplier to consolidate the relationship with a key customer and vice versa. It requires the commitment of both the parties to the excercise. For this reason the both parties need to be committed to the future of the relationship for this service to be effective.
1. An improved understanding between parties
2. An agreed state of the current relationship
3. A strategic plan for further developing the relationship to achieve an agreed target
The assessment follows a process and methodology with both the supplier and the customer to determine:
- The current ‘relationship level’ and state of the relationship
- The desired ‘level’ to maximise competitive advantage and return on investment on each other.
- The gap analysis between the agreed current and ‘desired’ levels overall.
- Identification of relationship shortcomings and activities required to move the relationship from current to ‘desired’ levels.
1. An agreed target ‘relationship level’ and current gap analysis.
2. A partnership improvement plan that addresses the gap.
This plan typically addresses one or more of the following:
- Improves listening and response mechanisms.
- Value perception management- monitor and improve perceived value.
- An innovation program to improve mutual value
- Programs to create improved relationship values. E.g. trust
- Improved business to business alignment to better solve business challenges.
- An alliance or partnering program with shared vision, goals and values and an agreed partnering management process.
Want to learn more? Download a PDF of a case study HERE