What makes suppliers work harder for you.
WHY IT MATTERS
Suppliers prioritise, and the ones they prioritise get better service.
WHAT MAKES A CUSTOMER EASY TO SUPPLY
Paying on time Ordering predictably Giving adequate notice Communicating changes early Being clear about requirements Treating their staff decently
WHY PAYING ON TIME MATTERS MOST
It is rarer than it should be, and it is remembered.
WHAT IT BUYS
Priority when capacity is short Flexibility when you need it Better terms over time Early warning of problems
WHAT MAKES A CUSTOMER DIFFICULT
Late payment Last-minute changes Unclear requirements Aggressive negotiation over small amounts Blaming them for your own delays
WHAT THAT COSTS
Being deprioritised, quietly.
WHAT TO DO WHEN YOU NEED SOMETHING EXCEPTIONAL
Ask, explain why, and acknowledge it is a favour.
WHAT TO AVOID
Treating every request as exceptional.
WHAT TO DO WHEN THEY PERFORM WELL
Say so.
WHY
It is rare, and it is remembered.
WHAT TO SHARE
Your plans, where it helps them prepare.
WHY
Suppliers who know what is coming can serve you better.
WHAT TO MAINTAIN
Contact beyond transactions.
WHAT TO AVOID
Relationships that exist only with one person on each side.
WHY
They leave, and the relationship goes with them.
