Margin Partners Empower Suppliers To Increase Their Net-Margin.
B2B SUPPLIERS TYPICALLY OPERATE IN ONE OF FOUR CATEGORIES
Three filters are used to diagnose how ‘Switched-On’ a supplier is to optimise their client profit:
- Contract Compliance – Are customers kept compliant to their Contracted obligations?
- Extra Revenue – Do extra services incur extra fees or are they given as ‘freebies’?
- Cost to Serve – Are cross-functional teams proactively driving down service costs?
The ‘Switched-On Strategy’ is a three-step, nine accelerator program that empowers Suppliers to thrive.
The Three Steps:
- Know your total cost to serve
- Supply on your terms, not theirs
- Teach customers how to treat you
B2B EXECUTIVE BRIEFING
PAYMENT TIMES REPORTING SCHEME
This free webinar is for every B2B Supplier who is striving to protect and grow their profitability.
Limited to 30-minutes, the B2B Executive Briefing provides regular updates on legislation, techniques, and client management best practice, to ensure Suppliers are rewarded and respected for all they do.
The March edition will dive into the Federal Government’s Payment Times Reporting Scheme (PTRS), which is now live and promises to do for B2B relationships what eHarmony, tinder etc has done for online dating!
“Since the early 1990’s, Australians have witnessed a progressive revolution in customer service ethos across both B-C, B-B and Government-c channels. We’ve moved away from the old world customer indifference model to a new found enthusiasm for ‘the customer experience’, with more and more organisations wearing their Net Promoter Scores as a badge of honour in the customer service stakes.
While this is arguably a good thing, over the years the margin pendulum has swung a little too far in the direction of the customer. Take Back Your Margin! is a timely wake-up call to anyone in business.
After reading Paul’s book, you will be emboldened and empowered to pursue fair value for your products and services, in a way that engenders respect and trust.”
“Through his approach and insights, both sides were able to deliver the value that their respective companies demanded. A more connected and better-articulated relationship was built—laying the foundation for a more robust global alliance.
As a highly experienced procurement expert who has worked globally in the FMCG environment, I can recommend Paul’s innovative approach for unlocking sources of untapped value for both sides of the negotiation table. Take Back Your Margin is a must-read for buyers and sellers in any B2B context.”
Richard van Breda
Global Category Director, SABMiller Procurement
In this groundbreaking book for business-to-business suppliers, you’ll discover:
- How failure to hold your customers accountable compounds margin erosion
- Why your sales team should never be solely responsible for the customer
- How suppliers allow their value proposition to be undervalued
- Why customer contracts should not be kept confidential
- How procurement people manage to cut supplier revenue by -3% each year
Founded by Paul Allen and based in Melbourne & Auckland, Margin Partners works with B2B Suppliers to help them reclaim and grow their contracted customer Net-Margin entitlements.
Paul is an accomplished commercial Director who has leveraged a classic Fast Moving Consumer Goods pedigree to significant effect across multiple Business to Business categories. Paul has held senior management roles at Lion, Tabcorp, Patties Foods, Australian Paper & O-I Glass.