Customer Partnering: How to Use Customer Partnering to Acquire New Customers and Retain Old Ones [Spiral-bound]

Curtis Sahakian (Author)

Book Description

Publication Date: January 1997

If you want to partner with your customers - successfully and profitably - this is the guide you want.

Provides a ready-to-use methodology for partnering with your customers. Shows you a step-by-step process for vendors for building a joint business plan with your customers - reserving a special place in the plan for the you.

As a special promotion to Amazon.com customers - if you buy "Customer Partnering, An Executive Guide to Key Practices" from Amazon.com you will get a free related 1 hour audio cassette on customer partnering as well.

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 piece of the value you create with your customer, and how to get started.

Editorial Reviews

From the Publisher

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

They are using it to acquire new customers and defend existing customers from the predation of competitors. They are using it to deliver more value, while protecting and improving their margins.

If you are new to this tool, "Customer Partnering, An Executive Guide to Key Practices". If you need a template to prepare a well thought out Customer Partnering proposal to your division head or CEO, and you don't have much time, this is the one tool you need.

You can contact the author, Curtis E. Sahakian, at our web site www.corporate-partnering.com/cpi or just visit it to learn more about the Corporate Partnering Institute.

From the Author

Peter F. Drucker has said that "The greatest change in corporate culture - and the way business is being conducted - may be the accelerated growth of relationships based... on partnership."

People used to think the large would eat the small, instead it is now the swift that are eating the slow.

The idea of building organizations with extensive internal capabilities no longer works. This new breed of successful competitors instead relies on networks of shifting partnerships and alliances. Those companies able to form and use these partnerings are displacing those that don't get it.

See all Editorial Reviews

Product Details

• Spiral-bound: 14 pages
• Publisher: The Corporate Partnering Institute (January 1997)
• ISBN-10: 189176506X
• ISBN-13: 978-1891765063
• Product Dimensions: 11 x 8.5 x 0.1 inches
• Shipping Weight: 5.6 ounces (View shipping rates and policies)
• Amazon Best Sellers Rank: #5,458,499 in Books (See Top 100 in Books)