| Step 5: Deliver Your Value Contributions
After securing the customer's "buy-in" of your
value proposition, you are ready for perhaps the most important stage of
your critical supplier quest -- implementing your value proposition!
This is where the real proof of distributor value is either confirmed or
dispelled. However, this may be the most difficult step to provide
specific guidance on how to be successful. Every distributor's success is
closely tied to the quality and durability of their value contribution
performance, but we will point out several considerations that can
help tip the scales in your favor.
One of the most important considerations is customer
communications. Since a fundamental goal of your value-based strategy
is to build a customized relationship with high-value customers around
your unique product/service package, it is crucial to regularly involve
the customer in your implementation progress. Use the following checklist
for additional considerations on preparing your personnel to deliver your
value proposition. |
