If you can pull it off, the strongest relationship between a customer and supplier is one of partnership. Where you both open up your thinking to produce more coherent and aligned outcomes. Where neither side feels taken advantage of. Where you work towards goals and through problems together. Where neither side feels like it’s having to sell or being sold. Where the game is progress, and money is just the means of making it possible.
The hard bit … establishing trust when neither side wants to be taken advantage of.
There’s nothing contractual about trust. It starts with a handshake and eye contact, it builds with each side doing what it says it’s going to do, it binds itself when things go wrong and everyone works towards a happy conclusion without throwing blame and each other through the fan.
It goes both ways.
Skippy strategy: Give and earn trust.
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