Major Customers
Growing Share in Your Core Markets
More and more frequently, B2B companies are making it a strategic priority to grow in core…
Mitigate Your Growth Risks: A Guide to Building Share in Core Markets
It is often tempting to search for growth by entering adjacent markets, acquiring companies, developing new…
Tipping the Scale: Master Three Customer Relationship Competencies to Elevate Your Game
As new competitors enter B2B markets, it becomes more difficult to maintain growth, profitability and stability….
What’s Your Recession Playbook?
Recently a client asked Blue Canyon, “There is a lot of uncertainty right now – we’ve…
Managing Distribution Channels and Relationships
Challenge: A supplier of packaging products sought to increase its market share, while deepening its relationship…
Customer Relationship Assessment for Industrial Supplier
The Challenge: A large, global industrial supplier engaged Blue Canyon to conduct a deep-dive relationship assessment on…
Growth Strategy Identifies a Nearly $400MM Market Opportunity for Food & Beverage Packaging Supplier
Challenge: A leading private equity firm engaged Blue Canyon Partners to develop an aggressive growth strategy…
Bringing the Strategic Account Organization into the Product Development Process
A session I moderated at the Strategic Account Management Association focused on how to bring the…
Appliance Manufacturer Overcomes Channel Disruption with Strategic Account
Challenge: An appliance manufacturer faced disruption in its retail channel at the same time one of its…
Serving Customers in Emerging Markets: The Good, The Bad, and The Unknown
The opportunities and challenges of serving major customers in emerging markets was my presentation topic at…
How to Measure Customer Focus
Business-to-business (B2B) organizations are increasingly seeing the benefits of becoming more customer-focused and its resulting positive…
Becoming More Customer-centric
For business-to-consumer (B2C) companies, customer-centric thinking is the norm. Because B2C companies know that impulse and…
Three Strategic Dimensions to Effectively Assess Supplier Relationships
Customer relationships can range from painstakingly transactional to highly strategic and collaborative. In all industries suppliers…
Global FORTUNE 500 Ingredients Manufacturer Finds the Right Recipe for Strategic Account Management Success
The Challenge: A global FORTUNE 500 ingredients manufacturer engaged Blue Canyon to help develop a more integrated…
Converting Customer Challenges into Solutions
In business-to-business (B2B) markets, customer loyalty can accelerate growth and create a competitive advantage. But, loyalty…
Simple Answers and Hard Tasks
Former President Ronald Reagan once said, “There are no easy answers, but there are simple answers.”…
Telecommunications Component Supplier Seeks to Improve A Major Customer Relationship
The Challenge: Our client, a components supplier, wanted to significantly improve its relationship with a major…
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…
Taking Dashboards out of Wonderland
“When I use a word,” Humpty Dumpty said in rather a scornful tone, “it means just…
Relationship Management Strategy for a Supplier to the Oil & Gas Industry
The Challenge: Our client, a supplier of automation technology and solutions, wanted to significantly improve its…
An Electrical Equipment Manufacturer Seeks to Reduce Lost Bids and Increase Business
The Challenge: A large manufacturer of electrical equipment was losing an alarming percentage of bids for…
Earning a Return on Your “Relationship Fund”
The case study that follows started off a number of years ago with a quite troubling…
The Sales You Didn’t Make
Bill Gates once said “Your most unhappy customers are your greatest source of learning”. In that…
Three Cs of GAM
Suppliers can simultaneously respond to their shareholders’ growth expectations and their major customers’ expectations for global…
Sales Models In Business Markets With Complex Customer Chains
We have often described “major customer relationships” and “third-party channel relationships” as two of the most…
Growth Is A Project
Recently, we asked a procurement executive within a large communications equipment company to describe a supplier…
Strategic Accounts As Engines of Growth
Last month, we were invited to meet with a marketing and sales executive at a leading…
Success! Now What?
A company with which our firm worked recently communicated some good news: They had been selected…
Turn Your Customer Into A Partner
Most companies invest a significant level of resources in activities designed to identify business partners and…
Stand By Me
Recently, I participated in a conference attended primarily by technology integrators, firms that provided high-end solutions…