RevRev Ep. 21 - Dave Chapnick

March 30, 2021 | Written by Dave Duke

Collaboration. It’s a term and concept that has been used since the dawn of business but have you ever unpacked what it really means to collaborate effectively? It’s hard work and David Chapnick of Vantage Partners thinks a lot about the power of structured collaboration and the important role it plays in innovation and driving positive change as the foundation of the buyer/supplier relationship.

In this episode of the new RevRev Shared Success Series, David and I sit down to talk about collaboration best practices from the perspective of the supplier and the role of the Strategic Account Manager (SAM) and from the perspective of the buyer side and the role of the Supplier Relationship Manager (SRM).

About David Chapnick

David Chapnick is a Partner and leader in Vantage Partners’ Sales and Account Management practice. David’s work and passion centers on building and implementing strategies that leverage the power of collaboration and innovation – between customers and suppliers, with alliance partners, and across internal business units. Since joining Vantage in 2004, David has worked globally on projects focused on business-to-business sales strategy, customer centricity, sales force effectiveness, alliance management, and strategic account management.

Examples of David’s recent work include supporting the customer centricity transformation of a major pharmaceutical services company, implementing a commercial and go-to-market transformation of a SaaS company, leading a customer engagement and negotiation capability improvement effort for a medical device company’s sales force, launching numerous biopharma alliances focused on bringing novel therapies to market, developing the coaching skills of frontline sales leaders to drive revenue growth, and supporting the redesign of the business development and licensing model of a global pharmaceutical company.

David is a frequent speaker and author.  His work has been featured in Harvard Business Review, SAMA Velocity Magazine, and elsewhere; he is a co-author of the chapter on “Negotiation Systems and Strategies” in the 2020 International Contracts Manual, as well as Vantage’s studies on pricing, and on customer-supplier negotiations.

David is also a veteran of the Vantage Volunteers team, which creates volunteering and team-building opportunities for the firm, partnering with Greater Boston nonprofit organizations such as the Jimmy Fund, Massachusetts Coalition for the Homeless, Chill, the Food Project, Cradles to Crayons, Room to Grow, and Massachusetts Audubon.  David is a graduate of Boston University.

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