September 17, 2012

Own the Problem

Customers often say some of their suppliers lack a sense of urgency when things go wrong. They also say that their very best service providers respond quickly, […]
July 27, 2011

It’s all about Price! (True or False?)

In the words of one purchasing manager, "Price is everything, and it's nothing."
June 18, 2013

Communication is Everything

Customers often feel their issue is not receiving the attention it deserves – not because this is necessarily true, but because they are not communicated to about efforts underway to solve their problem.
July 13, 2011

Customer Relationships and the Trap of the Familiar

To avoid missing opportunities and failing to see potential threats in customer relationships, consciously change your routine. Look at your customer from a new angle.