Effective Supplier Relationship Management

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

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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

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