I recently ran a session on the use of gap assessment thinking to manage an existing account.  The purpose of this thinking is to continuously be aware of our client's challenges and better understand their business.  If we do this, we have a shot at creating and delivering a current, customized, relevant and differentiated value proposition that justifies an ongoing service relationship.

“George” is the senior vice president of administration for a Fortune 50 corporation and a long-time client. He has 3,000 employees reporting to him, and thousands of suppliers sell to his company. How can he discover what kind of value each of those suppliers can offer? This is a challenge for both our client and the suppliers.