It will be seen that the biggest and most attractive client was the Thompson Group, with an annual spend of £32 million – a spend that was growing year by year. The problem for this particular supplier was that they were rated by the customer as the worst of all suppliers – hence the client’s position in the top right box of the SPM. The reason for this was that the accounting bias of the supplier was encouraging managers of this account to manage it for profit maximization, whereas even a modicum of common sense would have informed them that they should have ...
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