University of St.Gallen
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Customer-supplier collaboration: How smart relationships drive competitive advantage

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abstract Leading companies are focused on building an enterprise that can respond with flexibility and speed to any customer demand, market opportunity or external threat. Achieving this requires a high degree of alignment and engagement across the company and with key partners, suppliers and customers. As firms seek to build a distinctive competence in managing suppliers, so too are they evaluating their customer base to identify which strategic relationships offer the greatest value creation potential and to focus investment accordingly. This session sheds light on current trends and practices in strategic customer management that could impact your firm’s ability to grow, differentiate and compete.

Session objectives:
* Customer Portfolio Management: How to ensure your firm is tapped for strategic investment
* The Cost of Misalignment: Identifying and removing internal obstacles to optimizing supplier relationships
* The New Strategic Imperative: Moving people and processes away from buying and selling toward a strategic dialogue about value co-creation
   
type presentation (English)
   
keywords supply chain management, collaboration, value co-creation
   
date of presentation 20-10-2009
event 24th Annual Strategic Supply Chain Management Forum (San Diego, CA, USA)
citation Thoma, A. (2009). Customer-supplier collaboration: How smart relationships drive competitive advantage. Presented at 24th Annual Strategic Supply Chain Management Forum, San Diego, CA, USA.