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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 frequent foundations for success stories and the actions firms can take to ensure that they become part of them. Four themes that yield frequent success stories are documented and illustrated with case studies: changing the roles and boundaries between suppliers and customers, focusing the relationship on the needs of later-stage customers, bringing lessons from other environments into the relationship, and investing in relationship processes that build trust. The paper also describes the characteristics of the companies and leadership teams that become participants in supplier-customer success stories.