Relationship Management in the Supply Chain Finance (SCF) Domain:

Dave HenshallSRM

Relationship Management in the Supply Chain Finance (SCF) Domain: Relationship Management in the Supply Chain Finance (SCF) Domain: Whilst it is critical for all companies to reduce their net working capital requirements to ensure sufficient liquidity in their business, it is also critical that they do so in a joined up way and not in isolated actions that put their … Read More

Closing the Strategic Sourcing, SRM and Negotiation Loop

Dave HenshallNegotiation, SRM, Strategic Sourcing

Closing the Strategic Sourcing, SRM and Negotiation Loop Closing the Strategic Sourcing, SRM and Negotiation Loop: Strategic sourcing, SRM, and negotiation are subjects that you will find no shortage of advice about in books, journals and from consultants. The problem is, there appears to be a lack of literature dealing with these subjects in any integrated form. Searching these terms … Read More

Building the foundation for preferential supplier treatment:

Dave HenshallProcess, SRM

Building the foundation for preferential supplier treatment: Introduction: Building the foundation for preferential supplier treatment: Suppliers have choices about which customer they will give new ideas to first. They also have choices regarding their use of scarce capacity, or even which potential customers they choose to target and work with in the first place. It makes sense therefore to become … Read More

11 Steps to Purchasing Organization Attractiveness:

Dave HenshallSRM

11 Steps to Purchasing Organization Attractiveness: 11 Steps to Purchasing Organization Attractiveness: Being seen as an attractive customer is becoming increasingly important, it can bring substantial dividends to buying organizations and should form part of any collaborative SRM strategy. However, collaboration strategies and hard-nosed negotiations can be perceived as opposite ends of the supplier relationship spectrum, each with its supporters … Read More