The Co-Creation Edge

1. The Changing World of Sales and Procurement
2. The Co-Creation Cycle
3. The Strategic Relationship-Building Process
4. The Dream: Discover the Opportunity and Organize Internally
5. The Dance: Envision the Value and Assemble a Joint Team
6. The Date: Engage as One Team and Connect Emotionally
7. The Commitment: Finalize Value, Negotiate and Close
8. The Long-Term Relationship: Deliver and Document Value
9. The Family: Expand Value
10. The Five Levels of Competitive Advantage Yielded by Co-Creation for Sales and Procurement

Francis Gouillart is President and Co-Founder of the Experience Co-Creation Partnership (ECCP), a consulting firm dedicated to the introduction of innovation in the supplier-customer relationship ("co-creation"). He works with strategic account managers and procurement managers all over the world, helping them develop relationships that escape the commodity syndrome through the use of data platforms and analytics, with a particular focus on machine-to-machine dialog and Internet of Things technologies and the development of corporate ecosystems. He is author of the seminal Harvard Business Review article entitled Spend a Day in the Life of Your Customers (with Frederick D. Sturdivant, 1994), and also co-wrote (with James Kelly) the bestselling book Transforming the Organization (McGraw Hill, 1995). With Venkat Ramaswamy, Gouillart also-co-authored the book The Power of Co-Creation (2010). Recent articles also include Community-Powered Problem Solving for Harvard Business Review (with Doug Billings, 2013) and Co-Creation in Government for the Stanford Social Innovation Review (with Tina Halley, 2015). In his spare time, he manages an angel investment fund called Co-Creation Ventures and runs a shared kitchen that houses 20 food trucks and 30 food entrepreneurs in Malden, MA. Gouillart lives in Concord, Massachusetts.

Bernard Quancard is the President and CEO of the Strategic Account Management Association (SAMA), a unique global community of practice solely focused on the art and science of managing customer /supplier strategic relationships. Quancard previously served as Schneider Electric's Senior Vice President in charge of managing the group's global strategic accounts organization, growing the organization from $180 million to $1+ billion in consolidated sales in a four-year period. Quancard is a French native and a US citizen residing in Chicago, Illinois. He holds a degree from the University of Paris in Electrical Engineering and an MBA from the