Effective Supplier Relationship Management
[Pages:24]Northeast Supply Chain Conference
Effective Supplier Relationship Management
Joseph C. Black
Director, Corporate Administrative Services Expense Management Solutions, Inc.
Presentation Outline
Importance of Supplier Relationship Management The Required Foundation Supplier Segmentation Managing Supplier Relationships
2
Importance of Supplier Relationship Management
What is the goal of Supplier Relationship Management?
Achievement of desired results
(e.g. best product and/or best service, delivered cost effectively)
Ultimately- client satisfaction
3
Importance of Supplier Relationship Management
Why do supplier relationships fail?
4
How Relationships Work
Confirm Suspicions / Perceptions
Improve Mutual Understanding
Restrict Information
Flow
Create Low Value Deal
Share Information
About Interests
Create Valuable Options
Under-invest in Relationship
Doom Loop
Improve Trust and Communication
Virtuous Cycle
Two Views of Relationship Management
Common assumptions
Better assumptions
? A good relationship can/must be bought ? Deal with them the way they deal with us ? The bottom line sometimes requires sacrificing the quality of the relationship
Common measures
? A good relationship needs to be built, it cannot be bought ? Do what is good for the relationship, and us, regardless of whether or not they reciprocate ? A strong relationship is essential to sustainable bottom line results
More robust measures
?You do what I want ?I keep you happy ?We have little or no conflict
? Communication is robust and efficient ? Tensions are surfaced early and easily ? We trust each other ? We understand and respect each other, even when we don't agree ? We rely on persuasion rather than coercion
6
The Required Foundation
What do you need for a strong supplier relationship?
7
The Required Foundation
Fully executed, comprehensive supplier agreement
? Aligned objectives ? Clearly defined statement of work ? Measurable service expectations
8
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