Step 1: Select a key account and describe a specific part of this customer’s business and the specific product(s) that your company do/could supply.
Step 2: Specify the customer’s critical success factors. In other words, what criteria does the customer use when selecting suppliers?
Step 3: Specify how relatively important each of these factors are to the customer (weighting).
Step 4: Score your company and at least two major competitors out ...
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