This wasn’t about creating some spreadsheets or graphs of generated savings. He had to make sure that we continued to expand our footprint inside the company. To sell our value to thestakeholders. To keep in constant communication with them. To make sure we were getting repeat business. To ensure that we were getting referral to other stakeholders.
As a recent victim of one of these unintended consequences, identity theft, I can tell you that trying to fix the problem FAR exceeds the efficiency that was initially created. By the way, my problems were not caused by a local hooligan but by a VERY sharp hacker (most likely tens of thousands of miles away) that helped himself to ALL my personal information.
Are you playing Battleship with your customers? Playing Twenty Questions with your suppliers? Maybe that’s why your relationships have not blossomed the way you thought they would. Here’s a quick look at what can be done to stop the games and get to the results.