Concept: “supplier’s cost”

What behaviors and actions do your key customers

take that costs your company money?

What behaviors and actions does your company take

that cost your suppliers money?

You guessed right …. Your customer’s
customer is paying for these actions!

Customer Attractivity:

Are your suppliers learning with you?
Do you have joint projects?
Do your suppliers have other more attractive customers?
Remember the difference:

Leading (joint projects, learning) versus lagging indicators (sales, profit)