In this editorial, the authors present a tested procedure to convert traditional customer/provider relationships into collaborative ones that are outstanding. It starts by managing the motorists, not the outcomes, of the business relationship.
Making the Power of Two Work for You Case Study Solution
Instead of the classic procurement strategy of price lowering and combative negotiation, businesses would do better to identify a number of key partners - their so called Pairs of Aces - and then concentrate on managing the network of interactions between them, addressing perception issues and fulfilling expectations, all designed to make themselves more attractive partners to work with. Investing time in this process saves, and makes, cash in the end. Smart businesses have learned that by collaborating this way, they unleash the Power of Two and can outperform the competition.
PUBLICATION DATE: September 15, 2009 PRODUCT #: IIR008-HCB-ENG
This is just an excerpt. This case is about STRATEGY & EXECUTION
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