Rebuilding a Relationship, Regaining a Customer The regional manager of an international health care company approached Accordence when he was concerned about losing business with one of his largest clients. The regional manager had recently been hired by the health care company, and was reviewing the average unit price that different labs and hospitals were paying for his company’s products. He found that the average unit price (AUP) was abnormally high for one medical lab, especially considering the number of units the lab was purchasing and the marketplace the lab was in. This laboratory was the regional manager’s second largest revenue account and one of the top accounts for the entire company. The regional manager expressed concern about this price to the account executive covering th

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