In this chapter: the challenge of maintaining the supplier focus over the duration of the contract, the supplier state model, twenty action points to maintain focus
The Challenge of Maintaining the Supplier Focus
In chapter ten, supplier communication and influencing, I introduced the concept of the three phases of the relationship:
- Start—the initial period of the engagement covering integration and early stages of the deliver phase of the life cycle. Given, for example, a 3-year-engagement, the start phase would typically cover the first 3 months.
- Stable—After the initial settling in, the relationship should move to the stable state, which should be the default state for most of the contract period, ...
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