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Developing Strategic Partnerships: How to Leverage More Business from Major Customers

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Developing Strategic Partnerships: How to Leverage More Business from Major Customers by Steward, Chris, 9780566081019
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  • ISBN: 9780566081019 | 0566081016
  • Cover: Hardcover
  • Copyright: 7/1/1999
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Developing Strategic Partnerships puts forward an innovative approach to defending market position and profitability, which effectively shuts out competitors. It shows how to achieve 'standout' with major customers that will ensure you become less of a supplier of a commodity and more of a co-developer of wealth-creating initiatives.Using a step-by-step methodology, Chris Steward takes you through the planning stage of defining a true partnership, from identifying potential alliances, utilizing efficient filters for selection and profiling customers, to the choice of the strategic initiative which will be tackled. He then focuses on implementation, and highlights how to gain customer commitment, the technical and commercial study, building the partnership team, and evaluating and feeding back its progress.Developing Strategic Partnerships enables you to have access to a sophisticated technique of building customer alliances, developed over many years. This is backed up with international case examples which show how different companies have developed partnerships and the outcomes realized from them. The book maps out for the business development practitioner how to move from ordinary business to business co-operation to creating a unique, lasting and profitable partnership.

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