The Family: Expand Value

Abstract

In Chap. 8, we saw how to track and deliver value after the contract has been signed. In this chapter, we outline how the delivery of demonstrated benefits allows the relationship to grow beyond the initial project and develop into a multi-pronged relationship managed by the SAM and the senior buyer. In our human relationship metaphor, this is the equivalent of the two parents having children, who will themselves beget grandchildren and great grandchildren and continuously enlarge the tribe.