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 Creating
Partnership Agreements
Partnerships
are essential in our emerging digital age.
Small players with good partnerships can grab precious
market share from larger,
established names. Digital commerce rewards innovation
and collaboration, not old buildings and traditions.
At the Westin Hotel in Singapore, more than twenty framed
certificates hang on the wall announcing ‘Partnership
Agreements’ with key customers and suppliers.
Both parties agree to call upon one another as supplier
or vendor of first choice, to provide new and special
services to each other before offering them to others,
and to do all possible to help build each other’s
business.
The partnership program
is reinforced by continuous dialog, quarterly reviews,
a partners’ newsletter and other special events.
Strong value flows both ways.
Key Learning
Point
You can partner
with customers, suppliers, even your competitors. Instead
of competition, use co-opetition. Don't fight over
the small pieces. Work together and make a bigger pie.
Action Steps
What are you doing
to cultivate exceptional partnerships with your best customers
and suppliers? Who can you build a stronger partnership
with this month: customers, suppliers, competitors, regulators,
peers, employees or bosses? And what about your partnerships
at home? The very same principles can apply.
Next Article in Customer Service Partners >>
Cross-Town Collaboration
First Article in Customer Service Perception Points >>
You Have Leverage. Use it
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Ron Kaufman is an internationally acclaimed customer service training educator for quality service.
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