Customer Partnering
An Executive Guide to Key Practices

"The man who will use his skill and constructive imagination
to see how much he can give for a dollar instead
of how little he can give for a dollar,
is bound to succeed."
Henry Ford

Build yourself into your customer's business plan. Find ways to make yourself indispensable.

Today's top competitors are increasingly turning to Customer Partnering to gain competitive advantage and drive growth.

Use it to acquire new customers and defend existing customers from the predation of competitors. Use it to deliver more value, while protecting and improving your margins.

This 14 page business guide gives you a proven methodology for partnering with your customers. Shows you a step-by-step process for building a joint business plan with your customers, reserving a special place in it for you.

Includes information on:

• Why customers & suppliers partner with each other
• Customer partnering vs. other types of partnering
• Selecting a customer partner
• Which customers to avoid
• Developing your plan
• Developing a joint plan
• The "Top to Top" meeting
• Practical dos and don'ts
• Customer politics
• Employee issues
• The initial launch
• Not resting on your laurels
• Pitfalls and danger areas
• Making sure you capture your fair portion of the value you jointly create with your customer
• How to get started - Right AWAY!

Information on How to Partner
The Basics || Alliance Advantages/Disadvantages || Questions and Answers || Partnering Quotations
Dangerous Dozen Mistakes (summary) (full text ) || How to Find a Partner || Partnering With Your Customers