Knowing your client’s objectives sounds easy, but it isn’t. You would think clients would be transparent about their business objectives with a business partner, but you couldn’t be more wrong. Clients often closely guard information from suppliers.
As a good and clever supplier, you must sort through a plan for best obtaining your client’s most critical objectives. The simplest starting place is with your main contact point. Ask him or her to make time to walk through these objectives with you. Ask questions and make sure you have clarity. If you have deeper contacts, verify with them the accuracy of the objectives from their point of view. Read the annual report if available (more on that later). Do ...
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