Strategic Relationship Development System

 

 

The aim of the process is...

Growing long term symbolic relationships.

Methods

Outside the box approach to customers who are on a new wave.

Value identified, defined, planned, measured, targeted and delivered.

Making connections to identify and develop opportunities for customer value.

 

 

Process Boundaries:

Since PDSA is a cycle, you can inject yourself anywhere. A Relationship Team will:

  1. plans the information gathering
  2. studies the pebbles,
  3. acts on the results of the study by identifying opportunities,
  4. works with the operations people to plan for the delivery of the value,
  5. steps back (but observes) while operations delivers,
  6. adds the new information to the mix, and
  7. begin the cycle again.

 

Relationship Planning

The following is the list of desired outcomes we developed for the Relationship Management process. Use this list to develop a draft aim for the process. Bring this to the next meeting.

Amazing Value for our Partners resulting in:

Improved scheduling

Uniform workload

Improved company stability

Smooth business cycles

Consistent profitability

 

 

 

 

 

 

Communicate in Many Formats

Every Employee in the Entire Company Must Memorize:
Names of key Targeted Partner Companies and their subsidiaries

Partners name for this type relationship, i.e. Alliance, Q1, etc

Name of Relationship Manager (or have Reference with them)
Each employee’s role and responsibility as it relates to each of these

Partnership meetings:
That before visiting or talking to a relationship client review, recent agenda, current needs list, outstanding questions and status from the relationship manager.
After the meeting the information you learned must be captured and immediately transmit to relationship manager for classification and entry into the relationship database.

 

Don't forget to get and wear your "proof of partnership visit" logo fleece.

 

Plan for All Customers to visit CleanAir

Standard Information for all Relationships

Alliance Support Level

Customer top management must support alliance 100%

Alliance requirements

Alliance steps defined

 

Alliance step schedule

CleanAir Alliance Plan Step Detail Plan and Deployment

CleanAir Alliance Plan Schedule

CleanAir Alliance Plan Communication

 

CleanAir fit

CleanAir sponsors within Customer and level of commitment

Value measurement information capture process

Opportunities Collection Process

Opportunity valuing process

Opportunity selection process

Team Plans and deployment

 

Value Plans