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.


  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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