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Canon’s article
discussed the need for businesses to look beyond simple cost savings from their supplier relationships. Gary Horsfall, Head of Consultancy Services, Canon Europe, argued that as European financial markets start to re-build, there’s a real need for clear collaboration between customers and their suppliers in order to meet the current and future business objectives of pan-European organisations. This is a key consideration for businesses targeting growth and looking to come out of the economic downturn in a strong position. One of the most dynamic ways in which a business can grow is by developing effective partnerships with service providers that can help them gain the full benefits and value add from their IT infrastructure and business processes. Continual investment in expertise and knowledge in technology is the key to maintaining competitive advantage, but it doesn't have to be expensive or complex. Companies often have a solid understanding of the basic services they require but due to the lack of awareness, they often struggle to understand what solutions could improve their business process further whilst increasing efficiency and continually reducing cost. There are great opportunities for any partner or supplier willing to go the extra mile and provide consulting services to companies who are lost in the myriad of options that could potentially benefit them. An example of this is in the IT industry. Rather than trying to keep updated with fast-moving technological advancements, businesses require specialised skills and help without significant investments. This is a clear sign to partners that they need to listen more closely to customers and provide both breadth of service and customised solutions. There is no one-size-fits-all model, but companies want to keep provider relationships simple by having a single or few points of contact, that provide a seamless service. For any partner, the ability to demonstrate both continuous improvement and added value across a customer's business is key to a successful relationship. These partnerships can manifest themselves in many different forms from collaborative agreements to accreditation programmes and beyond. They can involve a wide range of providers including consultants, manufacturers, software developers and ultimately the customer themselves. Successful partnerships or alliances often exceed the sum of individual companies combined and give greater access to resources than might be available when dealing with separate organisations and customers. A credible and trustworthy partner isn't looking for a simple one off transaction but will work over the long-term for the benefit of both parties to ensure their common goals and objectives are met. After all, it's in the partner's best interest to focus on increasing revenues per customer. Many IT manufacturers and suppliers utilise partners to great effect as they provide access to new opportunities and increase penetration into existing markets. By partnering, suppliers are able to increase their own credibility and image which, in turn, can give a huge boost to business. Once a partnership is secured it shouldn't be taken for granted. Partnerships between suppliers need to be nurtured and maintained in the same way as relationships with end customers. Partnerships have a crucial role to play in the IT sector, both in improving services provided by suppliers and also in delivering more customised solutions to end users. Built on trust and loyalty, these partnerships ensure all parties reap the benefits of their investment and suppliers and customers not exploring this route will be left behind in a fast moving technological and business environment.
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