ABSTRACT
A Four-Step Process PMI conducted a series of in-depth customer assessment interviews to understand how the company’s global accounts defined value in a strategic supplier. The feedback revealed two interesting dynamics. First, it appeared the manufacturing organization and its clients wanted to get to the same point. Customers expressed a desire to look into the future and share go-to-market strategies with a strategic partner, but just as the manufacturer had no process in place for doing this kind of planning with its customers, neither were customers sure how to go about it with their strategic vendors.
