The Value Chain Coach writes "Beyond Price and Quality: Unlocking True Value in B2B Engagements"
Reimagine Your B2B Engagements to Deliver Exceptional Value.
“Beyond Price and Quality: Unlocking True Value in B2B Engagements.”
By Hilary J Schmitt, BBA, SCMP.
The following insights are derived from our review of the infographic @2018 Bains and Company Consulting Inc, the B2B Elements of Value by E. Almquist et al. from HBR.ORG.
Introductions:
In the world of business-to-business procurement, the evaluation of vendors and services often centers on what we call "Table Stakes"—basic requirements like cost, quality, quantity, and availability. While these factors are essential, they represent only the starting point for a truly successful partnership. For both buyers and vendors, a singular focus on these elements can mean overlooking a significant opportunity to create exceptional, long-term value.