Many companies think that getting a large deal with a corporate is what being a supplier is all about. The more successful companies understand that building relationships over a period of time is what really leads to value creation. Relationships are strengthened once suppliers can show their commitment to problem solving over a period of time.
Problem solving is not only about coming up with a good solution once you hit a problem, but it is also about the communication during the time of crises. Keeping a customer updated and informed during the difficult times is as critical to creating good relationships as keeping them updated and informed during the good times.
In this short video Bill unfortunately gets it wrong again. Take a moment to think how your company would do things differently from Bill’s company.