Collaboration becomes the vehicle. You might have only 20% of a customer’s business, but while working weekly with that customer, you should be working on your strategy to build a better relationship with that customer.
Don’t just sit back and take that 20% order thinking that the customer will just give you the business; you need to have a game plan on how to move into the prime vendor spot.
It is all about relationships, so be working every week building a purchasing guide so as you grow with the account, you will be ready to send them the right products when they do decide to give you more business.
Be a Resource…and Sell Something!