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How to Select Innovative Supplier Partners Using a 5-Step Project Management Approach
Using the right supplier selection tools can play a critical role in building value-based relationships...

Other supplier management Related Articles

Lock Your Customers into Buying Exclusively from You
Every business owner dreams of customers that can only buy from them, totally shutting out the competition. It is being done everyday with Strategic Supplier and Integrated Supplier Programs that lock customers into buying exclusively from you, rendering the competition impotent.
Opportunity Pursuit – part 1, identifying or creating?
Too many interactions between suppliers and buyers are based on individual transactions involving the supplier re-acting to a stated requirement. This serves neither the supplier nor the buyer as the result is invariably a price driven solution with little or no consideration for the added value that could be available or for the potential benefits of a more solid relationship designed to deliver benefits way beyond the single one-off transaction.
MARKETING YOUR POINT OF Difference
How do you get across to customers that you are different? How do you get customers to understand the value and benefits that you actually offer? When customers come to choose a supplier of products or services they do so on the basis of understanding the benefits that they are going to get, understanding how you are going to exceed what they thought was available, and most of all by understanding your point of difference between you and anybody else they have spoken to or indeed their existing supplier.

Dangerous Supply Chain Myths (Part 2)
Segment 2 - Supplier Development and Management: The Fruit of a Poisonous Tree? Supplier Development and Management Effective supplier development and management should deliver a competitive advantage in cost, quality, delivery/responsiveness, technology, and innovation achieved.

Is Your Sales Team a Winner or on the Way Out?
Think your sales team is in good shape because your customers rank them either good or very good? Think again. Nearly 80 percent of all supplier deserters rate their previous supplier as "good" to "very good," so the outlook for anything less than world-class excellence is not only disappointing but potentially career threatening. A 15-year study on world-class sales by The HR Chally Group determined that only 21 of 7,300 sales forces evaluated by 80,000 customer decision-makers were categorized as “world-class” by their customers. Benchmarking research within these same 17 "world-class" sales organizations, found that they all shared at least six of the following eight best practices: see article

Answering a Silent Question: When Compliance Adherence is a Hear No Evil, See No Evil, Speak No Evil Proposition (BC Compliance Group Profile)
How Can You Negotiate After the Deal is Done? “Imagine This: a requisitioner commits to a deal with a supplier without your involvement or approval. Now the supplier believes he’s already won the order and you’ve lost the upper hand in any negotiation. This can be one of the toughest situations you will ever face in procurement.” Network Member Question, January 12, 2009

An Elephant Sized Sales Tip You Need Now
Look Down Lady - There's An Elephant On Your Foot! (And this is a pachyderm in dire need of a pedicure.) This is the ELEPHANT that hardly anyone ever asks about with their potential customer: "Who was your previous supplier and why are you unhappy with them?" Don't be sooooooo afraid of mentioning your competition because you're terrified you'll lose the sale too. A BIG, elephant-sized mistake that would be. Pssst. You need to know what your customer's expectations are of you. You need to know what made them so unhappy with their last supplier that they dumped them (or are considering it)

Leadership and Service
Customer or client service directly reflects the culture that exists in an organisation. This culture is largely determined and maintained by the leadership the organisation provides. Over some 7 years Douglas Long has proved that the right sort of customer satisfaction assessment - that driven by the customer not the supplier - can be used to improve profitability. In this article Doug Long uses an actual experience with a major computer supplier in order to illustrate the need for good customer service and good leadership. He provides some pointers on how this is done.
Cracked eggs don’t hatch!
Great organisations are predicated on highly satisfied, totally committed customers who want appropriate quality and a fair price for the goods or services they buy. These customers, as long as they can see that they are receiving value for money, are perfectly happy for their supplier to make good profits – they want to know that the supplier will be there in the future. It’s the marginal customers for whom price is a key determining factor. What happens when there are systems issues that work against good customer service?
Your Role in Today's Economy is NOT to Increase Sales
The emerging role of the sales professional today is not to increase sales. Let me repeat that--- your role today is not to increase sales. Your role as a sales professional today is to systematically and consistently increase the number of customers who choose you to be their #1 supplier. You must become----The Supplier of Choice----which means you always get-----The First Call----and The Last look! Don't make the rookie mistake of thinking that your customers don't give last looks. If your customer doesn't give you the last look, then that means somebody else is getting it. It's time to evaluate the relationship equity you have built with that account.

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