Category Archives: Supplier Relationship Management (SRM)

Supplier of choice

A couple of months ago, I spoke at the Retail Value Chain Federation (RVCF) conference, which brings together large retailers and their suppliers as well as providers of enabling technology.  The title of my presentation was: Meeting Customer Expectations: Tools

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Customer of choice

Earlier this month, I spoke at a conference focused primarily on bringing together large retailers and their suppliers as well as providers of enabling technology. The organization that runs the conference is RVCF, the Retail Value Chain Federation, who, …

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Extending payment times to suppliers: don’t bank on it

The practice of extending payment times to suppliers and using them as a funding source to fuel growth is described in today’s Wall Street Journal article, Firms Pinch Payments to Suppliers. Procter and Gamble, which till now was paying …

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Customer-supplier relationships: how to dance with elephants

Do you know how to dance with an elephant? The elephant can crush you, either by attacking you out of anger or by accidentally stomping on you because it likes you so much. The trick is to get an elephant …

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When your supplier is bigger than you are

What can you do when your supplier is bigger than you are? How do you get a 500-pound gorilla to cooperate with you? Can you actually use the term “manage” in relation to a big supplier company? Realistically, can you …

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Customer, heal thyself

Customer, heal thyself. This phrase attributed to Aesop and applied to physicians can also apply to the customer side of the customer-supplier relationship.

To identify hidden cost drivers and waste, customers need to apply lean and operational excellence principles and …

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Customer-supplier relationship quality can drive success

Some of the hidden cost drivers in the supply chain are relatively easy to uncover, measure and address by adopting classic lean approaches. These approaches may include value stream mapping the processes between customers and suppliers. It is important to …

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Remove waste to improve customer-supplier performance

It’s time to remove waste to improve customer-supplier performance. You don’t have to look very far to find a lot of waste in the customer-supplier relationship. You may think that the way a supplier operates its business is the supplier’s

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6 ways to derive value from suppliers

Supplier costs directly impact the bottom line. Therefore, companies have typically viewed suppliers as a source of cost that needs to be reduced or as a piggy bank to dip into to increase revenue. And it’s a given: procurement is …

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Those awkward conversations with suppliers

If you’re in supply management, you are likely to have experienced tough or awkward conversations with suppliers when you’re at a loss for the best response, the right thing to say. No matter how challenging, most tough situations can be …

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