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Sid Chadwick
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A written description of (a) target customers to develop and (b) to avoid. These two documents require discussion, and frequent updating. However, they also provide integration of the organization’s understanding of which customers the supplier is important to, and which customers it should focus on developing—to ensure its future prosperity. Large customers may be important, but not if the supplier is not important to the customer. Mutual importance between customer and supplier is strategic.
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Sid Chadwick
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