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A Collaborative Assessment of Business Opportunities for An Office Products Supplier

Challenge: An office products supplier and its largest customer had an interdependent relationship, but the pair was struggling to continue it in a positive manner due to distrust.

Assessment: Blue Canyon conducted a relationship assessment, provided customer chain and economic analysis of the supplier and the customer’s businesses, and defined opportunities that could be jointly pursued in the spirit of a win-win approach.

Strategic Solution: Blue Canyon determined sources of issues between the partners. Blue Canyon recommended implementing a system for monitoring the health of the relationship.

Results: The partners collaborated to develop a dashboard system involving a set of metrics for tracking the health of the relationship. Communication between the partners improved and the clients were able to identify some new profitable sales opportunities at a major retailer, as well as specific competitors the companies could work jointly to target.

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