A customer-supplier relationship exists when two companies work jointly to meet the customer’s requirements in accordance with an agreement designed to maximize value for both parties.

It is key that both parties:

- Understand the value expected and delivered (offer terms and attractiveness)
- Satisfy customer and end-user needs, expectations and consumption patterns
- Ensure that the relationship maximizes value and delivers expected results
- Agree to a partnership commensurate to business performance and achievements
- Develop the potential of the relationship through expansion (more stakeholders, etc.) or enlargement
- Create as much value as possible by improving the service and ensuring mutual benefit

Improving your customer-supplier relationships is crucial as companies and public sector organizations increasingly turn to outsourcing to perform certain operations.

We help customers:

- Align purchasing strategy with business requirements and corporate strategy
- Review internal organization, processes and tools to better manage suppliers (organization vs. purchasing macro-processes, new organization models such as shared service center, IPO, etc.)
- Identify suppliers and segmentation through benchmarking
- Manage the tendering process, from need definition to supplier selection and contract implementation
- Reinforce supplier management
- Design, build and implement performance management systems

We help suppliers:

- Identify customer segmentation
- Present and enrich their offer
- Review internal organization, processes and tools to sell products or services
- Review bid strategy and bid placement process, from identification of customer needs to consortium creation, final negotiations and contract signing
- Define offer positioning and bid strategy (team, resources, value proposition, bid structure)
- Design, build and implement performance management systems for sales process