6.3 KA commitments in return

In order to establish a long-term business relationship MTPRO and the key accounts need to benefit from the strategic partnership. Therefore a strategic partnership not only consists of the analytical instrumentation management concept of MTPRO but also calls for commitments in return from the key accounts. The goal of MTPRO is to secure incremental commitments from phase 1 to 4 of the analytical instrumentation management concept. Table 21 spells out the desired incremental KA commitments in return. A systematic negotiation process needs to be developed to enforce these KA commitments.

Table 21: Key Account commitments in return (Source: Self-made layout)