Relationship ManagementIncreasing trust to capitalise on business relationshipsHow well do your clients trust you? How much do your suppliers respect you? If you needed to ask a client to pay more, or needed to ask a supplier to favourably adjust the budget or speed up the timeline on a key project, what would the answers be? Business is all about relationships. And your organisation’s ability to exert influence and build trust and esteem with your most important business relationships can make the difference between profit and loss, growth and stagnation. Clarity consultants offer high-level services in Relationship Management to help our clients create more profitable, secure and long-lasting relationships with clients, suppliers, and key stakeholders. Going from “us/them” to “win/win”Here at Clarity Business Services, we’ve seen it happen many times – on large programmes with complex client/supplier setups, often not enough time is spent on managing the relationships. People involved in the process of buying, selling and implementing solutions are often a bit square and overly formal, sticking to faceless protocol rather than getting to know each other. |
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This is a tremendous missed opportunity! If your vendor management employees do not have solid relationships with their suppliers, your organisation is missing the chance to gain additional value from every deal. If every business relationship is solely transactional, both sides are missing a chance to create value (and reduce costs). Instead of the traditional “us/them” approach, where suppliers and clients are adversaries, Clarity consultants help our clients build “win/win” business relationships based on trust, open communication and effective collaboration. When all parties focus on common goals and speak openly about their larger aspirations for the project, it often uncovers hidden opportunities and areas of common ground. Every large scale programme requires constant negotiations and changing parameters – scope, requirements, quality standards, and budgets can all fluctuate over the course of a long project. It is easier for your organisation to get good results at every step of the project if you have strong business relationships with the suppliers and stakeholders involved. People are most likely to be helpful and pragmatic toward other people who they respect and trust. Without that added level of trust, business relationships less inviting, less openly collaborative, and ultimately less productive and profitable. Which type of business relationship does your organisation want to have – “us/them,” or “win/win?”If you’re ready for fresh thinking and nuanced advice on how to enhance your organisation’s most important business relationships, contact Clarity today. We have helped build strong and profitable business relationships at all levels of organisations, and we can do the same for you. |
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