Strategic Accounts Deserve a Strategic Calendar
The best distributors don’t just react to demand—they co-create the pipeline. And they do it through structured, quarterly or biannual joint planning workshops with top-tier clients.
These sessions aren’t QBRs. They’re forward-looking, cross-functional workshops designed to align roadmaps. What projects are on deck? What regulatory changes are coming? What material constraints might hit?
You come out of it knowing their volume trajectory, spec preferences, and risk tolerance. They come out of it seeing you as more than a supplier—they see a strategic enabler.
You can then pre-stock core SKUs, reserve float glass capacity, and flag any long-lead items. You stop quoting in a vacuum and start acting with foresight.
Strategic clients don’t want vendors. They want co-pilots. Joint planning makes that real—and sticky.
