Customer - Supplier Workout Process

One division of this large company was struggling with growing multi-product sales with one of its global customers. Part of their challenge included a lack of an aligned branding, sales and service approach across their different product lines and geographies. Using our Value Chain Labs® process and tools, we first conducted internal VCL's with their key managers to address the internal competition and brand confusion that existed among them. After that, we conducted customer-supplier VCL's between our client's managers and their customer's managers. The results included not only a more internally aligned view and approach across the product and region managers, but the labs also surfaced and addressed a number of problems between the two companies; as well as several opportunities to further leverage their relationships and joint capabilities.


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