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Getting the partnership right

Never treat your audience as customers, always as partners.

If something’s worth doing, it’s worth putting a bit of extra effort in and getting it right.

Trite, maybe. True, certainly.

Nowhere this week has this been more in evidence than at the NBG Conference at the Celtic Manor.

More suppliers – 140, up from 117 last year – than ever before signed up for the exhibition and there were still some on the waiting list. More partners than ever before – 470, up from 2013’s 370 -signed up to attend two days of networking, meetings and the exhibition.

The days of the huge construction industry exhibition being the place to launch new products to your audience are long gone. Instead, it’s the smaller, more focussed events run by the buying groups where merchants get to see the latest products and, place vital orders. There were certainly plenty of paperwork being passed back and forth across the tables in the exhibition hall yesterday.

All buying groups succeed or fail on the strength of commitments to and compliance with the deals that are negotiated for the members. It goes both ways, though, and the best partnerships are where the suppliers have recognised the importance of going that little bit further in their commitment to the members they deal with.

Hence, the NBG Supplier of the Year Awards. In common with other buying groups, NBG celebrates those suppliers who have gone over and above in their commitment to the partnership.

It’s fine to do it one year, harder to keep up that focus and commitment over a period of years.

So, step forward and take a bow those suppliers who received their trophies last night (November 25th) for the 6th year in a row -Toolbank, 5th year- Everbuild, 4th year -H+H and 2nd- Digby Stone and Knauf Insulation.

Jolly good show, chaps. Let’s see what you can manage for 2015!

PS: Obviously, I can’t bang on about a competitor’s event here, but well done to everyone who was short-listed and won at the Lancaster on Friday as well.

About Fiona Russell-Horne

Fiona Russell-Horne
Group Managing Editor across the BMJ portfolio.

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