Leveraging relationship

Keith Hopper:

  …rooting the VRM opportunity in us vs. them, emotionally-driven arguments is an unlikely way to pave a path towards better relationships between customers and vendors, and I believe better relationships is ultimately the goal of VRM. The more I learn about VRM, the more I hear about the importance of benefits for both the buyer and the seller.

After which he offers four ideas that work for both sides. Much to chew on there.

2 comments

  1. Paul Hodgson’s avatar

    Yeah, that’s good.

    A lot of thinking around the VRM value proposition to business is in the Buyer Centric Commerce Forum work from a couple of years ago – the Mitchell / Henderson work is very useful in today’s context.

  2. Doc Searls’s avatar

    Yes, Alan and Iain have been doing rocking work on this whole thing, and for longer than I have, in fact. Lots to leverage there.

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