KAM Strategy: Analyzing Your Key Account Portfolio

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Strategies To Strengthen Your Key Account Relationships

Are You A ‘Strategic Supplier’?

If you can tick most or all of the boxes shown in the diagram you are ‘a standard supplier’.

The ‘strategic supplier’ does not just supply the best products, or services. It delivers results – that may be in terms of the performance of the business overall, or in respect of a particular business unit, project, facility or function. The strategic supplier is happy to be measured on results and wants to share in them.

The ‘strategic supplier’ offers more than just great products or excellent service. It delivers; Creativity, Innovation, Efficiency, Change & Transition, Deep Expertise, or High Confidence/Credibility. These sources of value insulate the strategic supplier from competitors.

The ‘strategic supplier’ is in a league of its own. Indeed you could think of it as ‘The 3% Club’ given how few suppliers are found there. The relationship is in effect a partnership, with shared goals, good collaboration and high levels of openness and trust.

There is a high level of interdependence and the fortunes of the two organizations are inter-twined. The supplier is an important link in the customer’s value, or supply chain. As reflects its important to the customer, the ‘strategic supplier’ enjoys privileged access and a relatively secure position.