Customer Partnering
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Overview
Have you ever wished you had better Customer/ Supplier relationships that deliver tangible benefits and long term value for your business?
This Short Course will help you to gain insight, as well as providing practical “how to” ideas and methods. It is interactive, uses many examples of what works (and what doesn’t) and involves working on your own organizational ‘case studies’.
Partnering is the process of working together collaboratively, with a strong commitment to achieving benefits for all those involved. It is not just about what you get from them – but also what they get from you.
This fundamental concept is the ‘exchange of value’ between two parties. Smart companies are finding new ways to create and sustain value in the exchange with their customers, by establishing partnering relationships.
To “partner” with your customers is more than putting customers first, or focusing on excellence in sales and service delivery. It requires a strong relationship and commitment to a shared journey, creating a future for both parties that is better than either could have developed alone.
Topics Covered
You will learn and explore:
- What it means for Customers and Suppliers to Partner.
- If you are not already doing it – why it is critical to your business growth.
- If you are already Partnering – learn how to do it better!
Some of your questions that will be addressed include:
- What determines success?
- How do I choose who to partner with?
- How to get started?
- What are the risks and danger areas?
- How do we manage the relationship?
How will we know that it’s working and achieving the outcomes we want?
Who should attend
This Short Course is relevant in all industry sectors where organisations require strong customer relationships to support their competitive positioning or simply to stay in business.
It will be of value to those on both the ‘Supply’ and ‘Customer’ side of relationships.
The same underlying principles and processes apply to all organisations, small and medium enterprises as well as large scale corporations.
The people within organisations who should attend include:
- CEO’s; General Managers; Business Unit Managers
- Business Development Managers
- Sales Professionals
- Joint Venture Managers
- Strategic Account or Relationship Managers
- Business Owners or Directors
Outcomes
Your understanding of the following areas will be enhanced:
- How to develop, manage and sustain better customer relationships
- The nature of value and the exchange of value
- How to establish successful customer relationships that deliver sustainable results
- How to manage the challenges that will arise.
This understanding (and some specific approaches that will be outlined) can be used to:
- Capture new opportunities for customer partnering
- Retain strategic customers
- Enhance and grow the value (e.g. profit, cost benefits, growth, knowledge) through existing relationships
- Minimize the risk of relationship breakdown or loss
- Improve customer, supplier and employee satisfaction.
What Participants Say
"A well thought out course targeting all the potential pain points organisations face when contemplating partnering as a strategy. The course tutor was fantastic having spent many years in the commercial sector herself. The combination of these two things allowed me to test our commercial assumptions, refine existing strategies and provided us with the tools to evaluate our true position vs. perceived position in the partnering process. A worthwhile investment in both time and money."