B2B Relationships

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 turn, such customers reward their high-competency suppliers with their business. The evidence from our research identifies a strong and actionable relationship between particular competencies important to business-to-business customers and the growth that is realized from these accounts – one part of the Relationship Advantage that is available to business-to-business suppliers. Companies that invest some of the payoffs from growth in actions to build even stronger competencies, by nurturing their relationship management competencies and enhancing their Relationship Advantage, can start a virtuous cycle through which the growth potential of their business-to-business relationships are realized year after year. In addition, these companies can incorporate these capabilities into their response to competition that attempts to win business strictly on the basis of price.


Request this White Paper

Related Insights

eCommerce Strategy

Setting the Foundation for an Effective B2B eCommerce Strategy

When it comes to eCommerce, it’s time for B2B suppliers to move from reactive to proactive. eCommerce can be a powerful lever to drive top-...
Digital Solutions, IoT, Digital Commerce, Advanced Data Analytics, Digital Strategy

Digital Solutions are Sweeping through the Cleaning Industry: Applying Lessons Learned to Your Industry

Across many industries, manufacturers and distributors are seeking approaches to create successful digital strategies. The cleaning industry—involving suppliers of large, complex equipment (e.g., filtration systems),...
B2B Brand Strategy

Customer-Written Plans for Brands and Pricing: Positioning for Success in Complex Customer Chains

As suppliers to business markets face shareholder demands for top-line-driven profitable growth, brand and pricing decisions can make a substantial contribution. Effective decisions about brands...