Substantiating the Financial Value of a Strategic Supplier!
Today’s economic focus has everyone counting loose change – right or wrong? This places a significant challenge to “best-in-class” strategic suppliers whose pricing is very often at the top-end of their supplier category. Strategic Suppliers know they bring value and financially impact their customers in a positive way. Unfortunately, many customers fail to either recognize […]
Keys to Strategic Account Management: The Dashboard
Dennis Chapman, Sr., founder and CEO of The Chapman Group and LoyaltyPROfessionals (TM) shares insights on working with customer relationship metrics in providing innovative strategic account management solutions for corporate customer/supplier loyalty programs worldwide. Enjoy and share this short message on the importance of having dashboards featuring highlights from his presentation at SAMA’s, the Strategic Account Management Association’s Conference in San Diego.
Strategic Account Management (SAM) Program – Great Program by Choice!
As I continue to search for actionable knowledge to apply to creating an effective Strategic Account Management (SAM) program I found a gem; the latest book by Jim Collins and Morten Hansen “Great by Choice”. His team’s previous works include; Good to Great, Built to Last, How the Mighty Fall. “Great by Choice” has some […]
Notes from SAMA | Creating Supplier Relevancy – Quantitative Economic Value Analysis
While attending the Strategic Account Management Association (SAMA) Annual Conference in San Diego one of the more important, yet challenging tasks for suppliers remains gaining relevancy at senior levels within their client organizations. One of the perceived reasons for this challenge appears to be that the client’s spend with a specific supplier is a small […]