Building Great Customer Partnerships

Move the right strategic customers beyond a traditional supplier relationship and build partnerships that create measurable value for both organizations. Participants learn how to select the right accounts, establish mutual commitment, and create the structure required for a true business partnership.

PROGRAM OVERVIEW

Building Great Business Partnerships helps participants distinguish a true strategic partnership from a large account or a friendly customer relationship. The program explores the progression from supplier to strategic partner, the mutual benefits and obligations required, and the importance of measurable payoff for both organizations. Participants examine partner selection, client intelligence, executive access, trusted-advisor behavior, joint planning, performance measurement, and ongoing review. They should expect a disciplined framework for deciding where partnership makes sense and for building the relationship deliberately rather than simply applying the label.

SKILL & OUTCOME DEVELOPMENT

Establish joint goals measures communication and governance for the partnership

Gather the intelligence needed to move upstream in the client organization

Build stronger business relationships based on mutual value and trust

Identify customers that are genuine candidates for strategic partnership

TARGET AUDIENCE

Sales, Bus Dev Reps

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