Business and cultural change isrequired to deliver sustainable value
State of Flux ’ s experience indicates that each business area and
stakeholder will have a slightly different take on what they need
SRM to deliver . As Melanie Evans , head of supplier relationship and
contract management at Essex County Council , explains : “ I think it
was the increased realisation that effective category management
and strategic sourcing had created more of a dependency on fewer
suppliers , delivering more integrated solutions , but where the risk
remained with the council . It was clear that we needed to drive more
than just financial value – although this was still critical . We needed
to deliver better , more effective services while still saving money .”
Our survey suggests , however , that this is not currently being
treated as a priority , with only 38 % of respondents saying that they
have a strategy or plan in place to improve their standing as a
customer of choice with key suppliers . There are also some gaps in
the information that they share with them , with only 47 % of
respondents imparting their supplier relationship improvement
strategy with the suppliers themselves . The picture is different in the
leaders ’ group , however : there , more than 70 % have a strategy for
improving their standing as a customer of choice .
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