What does it take to be a true solutions partner? How do they go about approaching their business partners and establishing the foundation for real and lasting solutions—and relationships—with their loss prevention customers? For perspective and input, LPM turned to executive leadership from three leading companies to discuss some common themes.
Negotiations between retailers and solutions providers often begins with subject-matter experts, such as asset protection. But most retailers ultimately engage procurement professionals to negotiate the final contracts who may place reducing costs above achieving the right solution for a fair price.
Cheryl Blake, VP of business development for Verisk Retail, Johnny Custer, chief implementation officer for Spark Resultants, and Claudia Tuttle, marketing manager for Accuride International, share their thoughts on what it takes to be a true solution provider.