The bestselling author of "Spin Selling" explains, demystifies and makes sense of the revolution that is taking place in supplier-customer relationships today; and redefines how to form locked-in, highly profitable relationships with customers.
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Book Description
Bestselling autor of SPIN SELLING explains, demystifies and makes sense of the revolution that is taking place in supplier-customer relationships today; redefines how to form locked-in, highly profitable relationships with customers.
From the Author
Neil Rackham's Comments
In this book we'll be looking at how companies are inventing new ways of doing business together that are bringing unprecedented gains in profit and competitiveness. For many companies, the bottom-line results from these new relationships - even at this early stage - have already outweighed years of savings from internal cost-cutting efforts such as downsizing or restructuring.
In this book we'll be looking at how companies are inventing new ways of doing business together that are bringing unprecedented gains in profit and competitiveness. For many companies, the bottom-line results from these new relationships - even at this early stage - have already outweighed years of savings from internal cost-cutting efforts such as downsizing or restructuring.
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews
Most Helpful Customer Reviews
2 of 2 people found the following review helpful
By A Customer
Format:Hardcover
If you're looking for a practical overview on how to start and maintain a partnerships, this does a decent job. If you want a challenging, thought provoking intellectual or academic read then you should look elsewhere.
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
5.0 out of 5 stars
2 reviews
29 of 33 people found the following review helpful
5.0 out of 5 stars
Getting Partnering Right
30 Aug 2000
By Sidney
- Published on Amazon.com
Format:Hardcover
I am in the process of establishing partnerships with our firm's suppliers and subcontractors so that we may improve the service that we provide to our customers. The first step in the process is to be sure that our suppliers and subcontractors understand the concept of partnering for a win-win agreement. "Getting Partnering Right" is by far the best explanation of what I am trying to accomplish that I have read.After an initial meeting, I ask our potential partner to read the book and to call me when he has read it.Without exception, all have stated that "Now I get it". In a follow-up interview it is very easy to tell if they really do "get it". So far I have purchsed 28 copies for distribution to potential partners and to some our own employees. In addition,some of our partners have purchased more copies for distribution within their own companies. Maybe this one should be rated 6 stars!!
3 of 3 people found the following review helpful
5.0 out of 5 stars
Please note above review
19 Mar 2004
By A Customer
- Published on Amazon.com
Format:Hardcover
One of the above "reviews" was accidently listed as a review and has given the book zero stars when in fact it is comments from the author. The book was fantastic.
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