The Challenge of the Man From Shell
This piece has been with me since the 90’s and my days with Andersen Windows. The concept has been impactful when developing proposals and business cases for alignment with customers. What “The Man From Shell” is saying is that he finds greater value in a few or even a single aligned partner with two-way commitment than having access to and managing a number of suppliers.
The days are coming to an end of getting proposals from a dozen potential vendors and sorting through them to find the best balance of quality, price, and service. A) One of the suppliers early on should stand out above the rest with a compelling business case as to why they will be the best choice, and B) the best choice for a customer needs to be the supplier that can increase their sales, decrease their costs, or improve their profits.