The Quest To Become A Strategic Supplier

How You Can Become More Strategically Important To Your Customers

You don’t just want to be seen as ‘simply another supplier’. You want to matter – to be seen as ‘strategic’. In so doing you want to stand apart from your competitors and to compete on the basis other than lowest price.

But just how important are you really to your customers? More important still how can you get your customers to see you as a strategic supplier to their business.

Added on November 15, 2013 Ray Collis Account Development , Buyer Insights , Buyer Research , Competitive Differentiation , Customer Portfolio Analysis , Customer Relationships , KAM , KAM Relationship Matrix , Key Account Management , Preferred Supplier , Price Competition , Standard Supplier , Strategic Supplier , Supplier Relations

KAM Strategy: Analyzing Your Key Account Portfolio

Strategies To Strengthen Your Key Account Relationships

Account managers need to analyze their Key Accounts to assess the strength of the relationship today and its potential for the future.

This is key to identifying how you can strengthen your position to become a preferred, or strategic supplier. In this insight we will show you how.

Added on March 14, 2013 John O' Gorman Account Development , Account Management

Taking Key Account Reviews Out Of The Dark Ages!

Account management has changed in a way that fundamentally challenges us as sellers. However our account management plans can all to easily take the repeat customer for granted. In this insight we examine the old way of account management and it’s many pitfalls.