Chapter 6Building Best-Partner Customer Relationships
Organizations have two types of customers. The first is the customer that has a transactional relationship with the company, centered mostly on the price. The second is the customer that is a true partner. Although both types of customers are buying products and services, when there is a best partnership between the company and its customers, the benefits spread across the entire value chain.
To complete our discussion of best partnerships, we explore the dynamic of a best partnership between customer and company. In Chapter 5, we examined the best partnerships that occur upstream, between a company and its suppliers. Now, we move downstream to explore the benefits of having a partnership ...
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