Major Customers
CoDestiny Relationships With Government
America’s governmental institutions face many more changes in the years to come. A major part of…
Building Strong Foundations for Customer Relationships
It takes a significant effort on the part of suppliers and customers alike to ensure that…
Best-in-Class Behaviors in Business-to-Business Relationships
Competency in managing strategic account relationships yields customers who are satisfied and see value, and, in…
Supplier-Customer Success Stories: How the Best Firms Collaborate to Drive Growth
This paper builds upon insights drawn from thousands of supplier-customer success stories to identify the most…
‘Supplier Driven’ and ‘Channel Driven’ Business Models
For many business-to-business suppliers, their customer chains involve channel organizations and one or more stages of…
Troubled Waters
In today’s business environment, where every firm has to focus intensely on the ways in which…
Taking Action to Sustain Customer Relationships
Most companies invest a significant level of resources in activities designed to identify business partners and…
Opinion: Can This Marriage Be Saved?
It takes a significant effort on the part of suppliers and customers alike to ensure that…
Be A Good Customer – Let Your Suppliers Help You Grow
Most firms have learned that their customers can be a valuable source of insight, providing ideas…
Avoiding Distress in Key Business Relationships
It takes a significant effort on the part of supplier companies as well as their customers…
Develop a Proactive Major Customer Relationship
The Challenge: Our client serves a fast-paced industry with short product cycles and rapid innovation. Its…
Build Competencies for Success with Major Customers
The Challenge: As a major supplier to the automotive industry, our client produces several key vehicle…
Collaborate with Customers on Value Creation
The Challenge: Our clients annual sales volume and business is heavily concentrated with a small number…
Strategic Account Selection & Implementation Of Strategic Account Plans
The Challenge: A global engine manufacturer had created a new division to capture certain important commercial…
Strategic Account Selection & Implementation Of Strategic Account Plans
The Challenge: A global engine manufacturer had created a new division to capture certain important commercial…
Meet Major Customer Requirements
The Challenge: Our client supplies a major technological component to its largest customer in a relationship…