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.
This was a gathering of various Presidents of the ISM and NAPM regional chapters and they were gathered together in that capacity. They were trying to figure out how to become more relevant for their regional markets and their customer was the entire Procurement, Sourcing and Supply Chain community of that region. I decided to give them a perspective of their market based on a lot of the research that we have done and provided them with the proverbial Top Ten list (in no particular order).
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.