Browsing: Supplier Relationship Management

I’m sure that each one of you has many “supplier of choice” awards on your corporate walls and kudos to you.  How many “customer of choice” awards do you have?  Does your company even care that it does or does not?  Should it care? We’ve discussed this concept…

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In a recent discussion with a client who is the Global VP of Services, the question of Collaboration came up from a unique perspective. In his industry, they often partner with competitors and suppliers to respond to and deliver solutions to their customers. And while they feel pretty good about their negotiating competencies, he was very concerned about the lack of collaboration competencies, especially where you are faced with multi-faceted relationship structures (competitors and suppliers).

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Imagine this scenario:  There is a YouTube video of one of your signature products being made in the most heinous way with the most hideous raw materials that has suddenly gone viral and your overall sales are taking a big hit.  Your marketing and sales department has already…

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I was invited (thanks to John Caltagirone – Director of the SVC) to the 2nd Annual Chicago Supply Chain Summit at Loyola University’s Quinlan School of Business which was sponsored by their Supply and Value Chain Center (“SVC”).  Unfortunately I was only able to attend part of the…

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Since three letter acronyms are de rigueur in the consulting world, I thought I’d start with them. TRV is totally made up but it stands for Total Relationship Value. RAR is real and I’ll discuss that later. In this age of Big Data, it should come as no surprise to anyone that retailers have been keeping tabs on what you return. It turns out that close to 10% of total sales are returned (about $264 Bn) so it is a big problem.

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It’s actually sitting right under our nose . . . . . . but we manage to snub our nose at this function time and time again. It’s Purchasing – not Strategic Sourcing, not Category Management, not Global Sourcing, not the forever –exalted Supply Chain (and it’s ever changing scope /definition) but simply Purchasing! And I say Purchasing with all the professional respect this group deserves BUT seldom receives.

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