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STATE OF FLUX OPINION: THE SIGNIFICANCE OF GOOD BEHAVIOUR
But that alone by no means assures success. Joint targets and incentives should drive the right behaviour but it helps to know you have cultural alignment with and between suppliers from the outset. Just as in typical buyer-supplier relationships, carrying out a segmentation exercise is an excellent way to determine who your key partners are.This will help you identify where to dedicate the most time, effort and resources as part of your supplier treatment strategies. The most significant relationships will need more frequent contact and interaction. You will also want to find out how important your project or business is to those key suppliers. The more strategic and critical a supplier relationship is to your business, the more impact demonstrating good 'customer of choice’ behaviour will have – if they consider you a customer of choice they are likely to put more effort and resources in. To find out more about how to conduct a Voice of the Supplier study and develop the right behaviour to become a customer of choice, email: enquiries@stateofflux.co.uk
Behaviour is a crucial component to successful supplier collaboration. Productive partnerships don’t rest on the terms and conditions of a contract, they are about how people conduct themselves – how they empathise and interact. Leaders in the field of supplier management recognise this. Last year our research found that close to 9 out of 10 of the strongest performers included behaviours in their treatment strategies for key suppliers. This year 93% of Leaders said they include behaviours that the supplier and that they the customer should adhere to in their treatment strategies (see Governance article). These behaviours need to be consistent and sustained for relationships to flourish – the importance of behaviour applies to all. Engagement needs to be genuine, transparent and two-way. Giving suppliers a voice, hearing their views and demonstrating you’ve listened by acting on them, where appropriate, is key. In instances where your organisation is managing not one-to-one but one-to- many relationships, it needs to ensure it sets the right tone and is fair to all parties. Programmes like the A14 road project rely on everyone working together harmoniously and constructively. It is in everyone’s interests to leave competition at the door and collaborate to complete work to a deadline, a set quality and budget.
Having a team with the skills and capabilities to manage supplier relationships effectively will ensure business value is identified and delivered. Our training curriculum utilises live supplier relationships to deliver evidence-based outcomes and ensure learnings can be immediately used. Our modular training curriculum is accredited by World Commerce & Contracting at ‘Advanced Practitioner’ level, keeping you at the forefront of industry best practice.
enquiries@stateofflux.co.uk srm.stateofflux.co.uk/2021-report
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STATE OF FLUX
2021 GLOBAL SRM RESEARCH REPORT
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