Wednesday, August 18, 2010

10 ways to Support your Best Customers-8

Continuing this series from Inc:

10 Ways to Support Your Best Customers

Every company is in the service industry, right? Expert pointers for how to best perform for your best accounts.

8. Nurture your relationships.

When companies build relationships with their clients and suppliers, "it's a huge competitive edge," said Kathy Homeyer, the director of supplier diversity for UPS. A lot of large corporations offer mentoring programs, which many entrepreneurs don't realize are available. At UPS, we do outreach programs and external mentoring. We go to a lot of workshops, expos, and networking events. When a manager here comes to me and says certain commodities are going to be put up for bid in the coming months, I go through my files of people I have run across over the course of the past couple of years. We'll also reach out to the other large corporations, like Time Warner, and ask, 'Who are you guys using? Do you have someone that we don't know?' It's almost a small family." Read more.

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