A manufacturer’s primary customer decided to cut its suppliers from seven to two. The manufacturer wanted to be sure they were one of the two remaining suppliers, but did not want to sacrifice profitability.
What We Did:
S4 designed and facilitated a “partnership” road map for the manufacturer, which included helping the company make a strong value case for its combination of product, service and relationship management.
The manufacturer’s partnership proposal succeeded in demonstrating added value and more than tripled the account revenue from $2 million to $7 million/year. Shortly thereafter, the manufacturer became the sole-source supplier to the customer.