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

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CHAPTER7

The “Critical Cluster”

Driving Behavior to Get Results

Our tour of the different clusters is completed with the “Critical Cluster.” We finish here because this is the area where the most important suppliers will be located. These are suppliers that can contribute to competitive advantage and where the relationship needs special nurturing. It is from these suppliers that you will get the most innovation and risk mitigation.

The secret sauce to making this relationship model work is to establish trust with these suppliers. Failure to create the necessary level of trust is probably the number one reason so few companies create such deep relationships with these suppliers. Free markets and competition encourage companies to be secretive ...

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