SUPPLIER RELATIONSHIP MANAGEMENT

CHAPTER3

To SRM and Beyond!

Initiating SRM in the Real World

Before we get to the core of the SRM framework we propose, let us take a look at a case study for inspiration. During the rest of this book, we will use the fictional example of Heartland Consolidated Industries to illustrate the points made in the main text. Let’s say that Heartland is a global food products business headquartered in Fort Wayne, Indiana. The recently appointed CEO is a German-American named Thomas Sutter. Unusually, his prior role was as the chief procurement officer and he has owed his elevation to the success he achieved in that position. Prior to Heartland, Thomas worked for several years at Autowerke, the leading German carmaker.

Under Thomas as the CPO, the business ...