The best companies do an excellent job of Supplier Relationship Management.  They ensure contract compliance, SLA monitoring, great issue resolution, excellent on boarding and divestiture of suppliers etc. etc.  A lot of best practices can be had by emulating them and they should be emulated.  But we believe that Next Practices takes you to a place where the relationships you have with  your suppliers are a source of competitive differentiation.  Your supply base can be a competitive weapon if you are willing to challenge the fundamental principles that guide the creation and management of supplier relationships today!

Similarly, internal relationships and governance suffer from a similar dilemma.  Because we don’t focus on our stakeholder’s Value Drivers, we end up having significant resistance to our efforts and wonder why?  We will explore why this occurs and how to convert them into Champions and Sponsors.  Ensuring efficient and effective governance is critical to ensuring that the decision processes support Category Management strategies.  Relationship Optimization is a critical competency and capability for every successful transformation, the journey form tactical to strategic and the journey from Sourcing to Category Management.

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