Background Note | HBS Case Collection | April 1987 (Revised January 1990)

The New Intimacy

by Benson P. Shapiro

Abstract

Describes how close relationships with customers require close interfunctional and interdivisional coordination. Explains where the closest vendor/customer relationships arise and how they stress internal coordination. Also enumerates and briefly describes the way in which interfunctional coordination can be achieved.

Keywords: Customer Focus and Relationships;

Citation:

Shapiro, Benson P. "The New Intimacy." Harvard Business School Background Note 587-121, April 1987. (Revised January 1990.)