Big Clients Bring Big Opportunities - How to Develop and Establish Strategic Partnerships

Author: Stewart
Publisher:
Publish Date: 2006-12-01
Features: How to Bring More Business Through Key Clients? Developing strategic partnerships offers an innovative approach to protecting market position and profits, effectively keeping competitors at bay. This method demonstrates how to achieve outstanding results with key clients, ensuring you become less like a supplier and more like a co-developer of wealth-creating initiatives. Using a step-by-step approach, Chris Stewart guides readers through the planning phase of establishing true partnerships—from identifying potential alliances and using effective filters to select partners and profile client images, to choosing strategic action plans. These are the key issues to be addressed. Then he emphasizes implementation challenges, highlighting how to gain client 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 client alliances, formed over many years. Examples show how different companies have developed into strategic partnerships and how results have been achieved through these partnerships, all validated by case studies from companies worldwide. This book provides a detailed plan for business development practitioners, covering the journey from general business operations to business cooperation, to creating a unique, sustainable, and profitable partnership.