ABSTRACT
This chapter focuses on strategies for managing one-to-one customer–supplier relationships and the strategies for moving those in the direction we want. Four of the strategies, Remora, Parasite, Strategic Partner and Jeeves, are based on building and then using an intimate relationship with the customer. For most of the strategies the nature of the relationship is overt, but in Jeeves and Parasite, the true nature is hidden. Expert and Troubleshooter are strategies based on the positional strength afforded by being the leading provider in a field but are different in their use of time. The Remora strategy is the ultimate in collaboration strategies. The risk of the Remora strategy is that it restricts reader freedom of manoeuvre in a situation where the host may choose to unilaterally end the relationship. As a strategy, Strategic Partner makes an interesting contrast with Remora.
