“Showcase Projects” Can Deepen Your Relationships with Profitable Customers

Showcase projects are arrangements in which a supplier’s dedicated, multi-capability team partners with a customer counterpart team to uncover new opportunities, deepen their relationship, and respond to emerging opportunities and risks. These projects provide opportunities to “learn by doing” on both sides of the joint team and develop an ongoing stream of joint innovations that benefit — and often transform — both companies. The authors present three key success factors for creating successful showcase projects. This process needs to be a permanent capability and a core ongoing company strategy. This is the most certain way to ensure your company’s long-run profit growth and strategic success.