The Quest To Become A Strategic Supplier


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How You Can Become More Strategically Important To Your Customers

You don’t just want to be seen as ‘simply another supplier’. You want to matter – to be seen as ‘strategic’. In so doing you want to stand apart from your competitors and to compete on the basis other than lowest price.

But just how important are you really to your customers? More important still how can you get your customers to see you as a strategic supplier to their business.

Are You A Strategic Supplier?

The question is not ‘Are you are a strategic supplier?’ That is because a ‘Yes’ or ‘No’ is generally insufficient. There is for example no point in saying ‘we are not strategic’ and giving up in a sense of helplessness.

Think of it this way. Becoming a strategic supplier is not a matter of flicking a switch, but rather turning a dial. It is not an ‘On’ or ‘Off’ switch that determines whether you are strategic. Rather think of strategic importance as a dial – one that can be adjusted up, or down.

Are you a strategic supplier?

The real question is ‘How strategic are you?’ and more to the point ‘How strategic can you become?’ Let’s start with the first question.

Republished with author's permission from original post.

John O' Gorman
I work with B2B sales teams, sales managers, account managers and professionals that sell across the world to accelerate deal outcomes and behaviours. My colleagues and I raise awareness levels to changes in buying (using our research and frameworks) and provide practical tools and advice to help teams; evaluate the alignment of their sales process with the buying process of their customers, develop the strategies and behaviors to accelerate deals and ultimately grow revenues.


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