Where do your relationships fall?

Classic customer/supplier relationships

• A traditional customer/supplier relationship is characterized by arm's length exchanges (typically characterized by non-specific investments, minimal investments and coordination, and little independence), and they are usually incapable of generating profits beyond that of the traditional buyer-seller relationship in that industry. Over time, customers and suppliers can find themselves painted into a corner.

The next generation of customer/supplier relationships

• Negotiators will be designing customer/supplier relationships to be a source of strategic advantage for both the customer and the supplier. To do that though, both buyers and sellers must do two things. First, they must move away from the price-only conversations present in classic customer/supplier relationships. And second, they must embrace the value of conversation.

What will you learn from this product?

This guide gives you the following 3 tips and corresponding tools to assist you in strengthening your customer/supplier relationship.

• Reduce all unnecessary transaction costs
• Focus on one type of value.
• Show the math
• To your professional success.

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