Guide to best practices in relations between SMEs and key accounts
Representatives of the CDAF, CINOV-IT and Syntec Numérique have agreed on a common objective: to draw up a “best practices guide” to facilitate relations between SMEs and large accounts, and to improve the perception of the value of digital services and software. This guide will be the first step in a global industry agreement.
Supporting large companies in their digital transformation
To optimize relations between buyers and suppliers of digital services and software, the professional organizations representing digital companies, Syntec Numérique and CINOV-IT, have launched a joint project with the Compagnie des Dirigeants et Acheteurs de France (CDAF) to publish a “best practice guide” over the next eighteen months.
The aim of this approach is to improve:
- Relationships between SMEs and major accounts
- Perceived value of digital services and software
An 18-month process
- Setting up working groups by trade
- Organization of a participatory morning in the first half of 2016
- Publication of a best practice guide before the end of 2016
“We can help key account buyers to understand the digital world, so as to support them in the digital transformation of their companies, and make them aware of the added value of digital services and software, particularly in SaaS mode,” commentsVéronique Torner, President of Syntec Numérique’s SME Commission.
“This industry-wide agreement will benefit the entire digital ecosystem. It will have to deal point by point with the problems faced by the sector’s VSEs and SMEs: organization and traceability of subcontracting, referencing, payment deadlines, intellectual property, taking account of technological specificities in purchasing procedures, communication, etc. “notes Alain Prallong, President of CINOV-IT.
“The aim is to establish a permanent dialogue between the two parties, so that they can define best practices for working together to mutual benefit. We have done this in other sectors, such as communications and chemicals, and are delighted to be taking this step in the digital world – an innovative and highly dynamic sector”,adds François Girard, CDAF General Delegate.
