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SUPPLIER RELATIONSHIP MANAGEMENT by Michael F. Strohmer, Christian Schuh, Michael D. Hales, Stephen Easton

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CHAPTER5

The “Ordinaries”

Driving Behavior to Get Results

Our tour of the different clusters begins with the “Ordinaries.” We start here because this is the area where by far the vast majority of suppliers will be located.

It is also an area that is in danger of being overlooked. Doing so would be a mistake. While you need to beware of overinvesting time and attention on this cluster, don’t let the average status of these suppliers fool you. There is strength in numbers here. A keen understanding of what makes these relationships tick, and a simple set of tools for maintaining or incrementally improving their performance, can have sizeable positive results.

Characteristics of Improve Suppliers

The majority of your suppliers are likely to fit ...

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