6. Negotiating with Relationship Buyers

Believe it or not, there are still companies out there that want to have solid, high-trust relationships with their suppliers. Relationship customers rely on their suppliers to take care of them in a particular area of expertise because they elect not to develop that expertise on their own. For example, most businesses believe that hosting their own payroll functions makes little sense when firms such as ADP can offer a more scalable solution better and cheaper. Even though Fortune 500 companies have their own (sometimes huge) legal department, they still rely on an outside, trusted legal firm to handle specialized tasks as due diligence in acquisitions or complex litigation. A large amount of relationship ...

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