Value Creation Through Collaborative Supplier Relationship Management
By Michel Philippart, Big Fish Associate and fellow of the ceSCM at Louvain Business School; Christian Verstraete, HP; Serge Wynen, Emetaprise
How much value do you create because of the way you work with your suppliers? Are you reducing costs, like all your competitors? Or are you capable of building a differentiating relationship with selected suppliers? The authors explain how collaborative sourcing can create sustainable competitive advantages, and how world-class procurement teams are managing a portfolio of supplier relationships, from the traditional arm’s-length negotiation to full-fledged collaboration. They develop their recommendations based on multiple case studies, examples and their own professional experience. This book provides a comprehensive framework to evaluate when and how collaborative sourcing should be applied. Which are the key sourcing processes and the infrastructure required for effective collaboration? How does one change and shape an organization to initiate and sustain collaborative sourcing?
This book is intended to help senior executives in the field of Procurement, Supply Chain or General Management to lead the evolution of their Sourcing activities. It should also help suppliers, technology vendors and all those interested in better understanding Procurement and its strategic role in the enterprise.
More on Strategic Supplier Management at the Sourcing Plus site
The new book by Hugues Poissonnier, Michel Philippart and Nicolas Kourim: "Les Achats Collaboratifs: Pourquoi et Comment Collaborer avec vos Fournisseurs", De Boeck Editions, May 2012 (in French)
Mickey North Rizza, AMR, December 2005
Professor Per Agrell, University of Louvain