Business Relationship

Between buyers and sellers
1. Single time transaction
2. A years relationship
  1. Multiple sales
Relationship Spectrum
1. Transaction Based
  1. Short Term
  2. Focus
    1. Sales and Price
  3. Low interest in other
  4. Low trust
  5. Low commitment
  6. Single Transaction
2. Relationship Based
  1. Long term
  2. Mutual Win Focus
  3. High interest in other
  4. High trust
  5. High commitment
  6. Multiple transaction over time
How to Build it?
1. Awareness
  1. Identify and qualify
    1. Potential providers and prospects
2. Exploration
  1. Explore costs and benefits of partnering
  2. Fit between needs and capabilities
3. Expansion
  1. Relationship becomes deeper
    1. More frequent exchanges
4. Commitment
  1. Share goals, interests and info
  2. Achieve mutually beneficial gains
5. Disolution
  1. May or not May happen
  2. Because of
    1. Performance problems
    2. Changes in needs
    3. Changes in circunstances
    4. Others

Resource summary

	Created by Gabriela Alcantara over 8 years ago