Big Clients Bring Big Opportunities (How to Develop and Establish Strategic Partnerships)

Author: (English) Chris Steward
Publisher:
Publish Date: 2006-12-01
Features: How to bring more business opportunities through key customers? Developing strategic partnerships offers an innovative approach to protecting market position and profits, effectively keeping competitors out. This method demonstrates how to achieve outstanding results with key customers, ensuring you become less like a supplier and more like a co-developer of wealth-creating initiatives. Using a step-by-step approach, Chris Steward guides people through the planning phase of establishing true partnerships—from identifying potential alliances, using effective filters to select partners, and mapping customer profiles, to choosing strategic action plans—all of which are key considerations. Then he emphasizes implementation issues, highlighting how to gain customer commitment, conduct technical and commercial research, build partner teams, and evaluate and provide feedback on progress. Developing strategic partnerships equips individuals with the complex techniques of building customer alliances, formed over many years. Examples show how different companies have evolved into strategic partnerships and how results have been achieved through these partnerships, all validated by case studies from international companies. This book provides detailed planning for business developers, covering the journey from general business operations to business cooperation, to creating a unique, sustainable, and profitable partnership.