STATE OF FLUX
2014 GLOBAL SRM RESEARCH REPORT
Sell SIde perspective 95
Figure K. HowSRMhas changed the nature of negotiations – sell side / buy side
○ SELL SIDE ○ BUY SIDE
MORE CONSTRUCTIVE TONE / DISCUSSIONS
LONGER TERM PERSPECTIVE TAKEN BY BOTH SIDES
LESS ADVERSARIAL
QUICKER TO REACH AGREEMENT
YOU ARE ABLE TO BRING MORE ADDED VALUE TO THE TABLE
BETTER OUTCOMES FOR BOTH PARTIES
LESS LEGAL INVOLVEMENT
NO CHANGE TO NEGOTIATIONS NOTED
NO BARRIERS
OTHER (PLEASE SPECIFY)
0% 10% 20% 30% 40% 50% 60%
© 2014 State of Flux
BEHAVIOURS
Other feedback from around 40% to 50% of sell side respondents points towards a longer-term perspective, less adversarial behaviours and better outcomes for both parties ( figure K ).
Behavioural change is one of the most challenging aspects of SRM. A good barometer of behavioural change can be demonstrated in negotiations. The feedback from both sides makes encouraging reading. 50% of sell side companies who responded to the study report a more constructive approach.
Analysis
THE BUY AND SELL SIDE HAVE MORE IN COMMON THAN YOU MIGHT THINK
between strategic account management (SAM) and supplier relationship management (SRM). These similarities extend to both the objectives of the programmes and many of the challenges.
In addition to the feedback provided by sell side respondents, we have also studied research conducted by the SAMA in the US. Their 2014 Report on Current Trends and Practices in Strategic Account Management reveals striking similarities
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