Many organizations work with multiple vendors as they believe that competition will help them obtain concessions. Take time this holiday season to show your appreciation to your customers for their business and strengthen your relationship with them. A recent study of two large competitors in a service market showed the value of good relationships. The customers of one competitor made comments like, “We like them.” The firms that worked with the rival were lukewarm about their service provider. If you wanted to gain market share, which competitor would you attack?
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