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Kamal Flowers
Kamal Flowers

Buyer Supplier Relationship Models !!INSTALL!!


Supplier relationship management refers to the way you interact with and manage third-party vendors that provide the goods, services, and materials your organization needs to stay operational. Supply management is an essential business practice to ensure that you have cost-efficient vendors that are easy to work with and meet the needs of your organization. Having the best supplier relationship management system in place can help you not only choose suppliers that are the best fit for your business but help you reach your business goals.




buyer supplier relationship models



Since operational complexity addresses the intricacy of components in the supply chain while market sophistication addresses factors that influence how components are bought and sold, you can only successfully collaborate with your suppliers once these conditions are met. If your supplier relationship management process only looks at cost, and all suppliers are the same, then your relationship with that vendor is purely transactional. If, though, you and your supplier operate in a highly sophisticated market that demands often communication between both your organizations, your relationship is integrated and requires much more collaboration and communication on your part. Depending on the complexity and sophistication of the market you operate in, your relationship with your suppliers may not be too complex but the best SRM model for procurement is an integrated relationship.


SRM or supplier relationship management is essential to the success of your business. By implementing the right supplier relationship management tools in your business, your supply management efforts will become much easier. Tools like SAP Fieldglass, Shortlist, Supplier Management Software by Intelex, and Vendor Management Software by Onspring can help you refine your supplier relationship management process and ensure that your suppliers are satisfied with the business you provide and vice versa.


Companies forge partnerships for many reasons, and partnerships are becoming a cornerstone of many business models. Companies create alliances to optimize their business models, reduce risk, or acquire resources. We can distinguish between four different types of partnerships, which are strategic alliances between non-competitors, coopetition: strategic partnerships between competitors, joint ventures to develop new businesses, and buyer-supplier relationships to assure reliable supplies.


The most basic form of partnership or buyer-supplier relationship is designed to optimize the allocation of resources and activities. It is illogical for a company to own all resources or perform every activity by itself. Optimization and economy of scale partnerships are usually formed to reduce costs, and often involve outsourcing or sharing infrastructure.


Thus, even though if the buyers are required to approach and take several steps for building a strong Supplier Relationship Management, a precondition of a well-established Buyer Supplier Relationship is that the suppliers are committed to satisfy their customers in order to obtain a preferred status and create value along the chain.


In general, it can be stated that the relationship level with the suppliers depends on how long and often the interaction takes place. So, with some suppliers where they work daily, the relationship is definitely closer, compared to suppliers that are referred to only occasionally.


As reported by Harland, et al., 2013, when the buyer has high and supplier low power-resources, the buyer is in in the position to dominate the suppler and vice versa. Regardless the degree of power-resources, the parties are independent, nevertheless by having high power-resources, a strategic alliance and competitiveness can be built.


Hence, when costs are low, the convergence requires low-involvement, and the Buyer Supplier Relationship is not necessarily profitable for both sides. In contrast, high-involvement-relationship is costly but gives higher revenues at the same time. Here, this alliance requires both parties to decide and converge to strengthen the Buyer Supplier Relationship. Bearing in mind, that high-involvement-relationship is related to resource-intensity, the buyers can only pay attention to limited contractors. This relationship-positioning method oversimplifies the relationship, by separating the suppliers into certain categories and focus on the relevant ones.


While contract management ensures specific operational event-based metrics are met, with the focus on meeting contracted requirements, Supplier Relationship Management (SRM) involves assessment, advanced evaluation and subsequent action planning to continuously optimize long-term strategic supplier relationships. There are many models for Supplier Relationship Management. The foundation of these models requires both parties to have the following characteristics:


It is important that buyers recognize the strategic value of suppliers. The focus should not be on negatives, but on opportunities to develop ideas that will foster innovation and increase productivity, which will benefit both parties and provide buyers with a competitive advantage.


2. Influence: This relationship needs regular communications and good timing to identify opportunities for exclusivity and provide the supplier with opportunities to identify buyer actions and plans that could be mutually beneficial. These are dominant suppliers that offer the potential to innovate jointly to develop new products or services.


1. Harvest: This is a stable, mutually profitable relationship and will continue as long as it is provided everything it needs to continue performing at its current level. This relationship is relatively low cost and hassle free, but complacency could put the relationship at risk. There is a need to ensure the supplier believes it is a valued team member.


2. Sustain: This relationship requires the right balance between investment and returns. These organizations need incremental improvements to increase value and performance to world-class levels. These suppliers recognize the value of the relationship and are willing to compete and improve to gain more business.


3. Improve: This is a relationship where suppliers require clear communication about expectations, how they can be more effective and their future strategic potential. These suppliers could be replaced by other suppliers if investment is costlier than potential returns. However, the preference for the buyer is to provide opportunities for these suppliers to attain Harvest status.


2. Develop: This relationship offers the opportunity to develop first class suppliers. They are willing to collaborate and grow their business, working closely with the buyer to increase their performance capacity and abilities. These suppliers are motivated to embrace change.


Ideally, this should be a short-term relationship type, with the goal of improving the relationship. If both parties are keen to maintain the relationship, the situation can be used to strengthen ties by developing plans to assist the supplier in bringing about long-term solutions.


In order to have a consistent approach to Supplier Relationship Management across multiple vendors and suppliers, it is common for organisations to have an SRM framework. The framework usually consists of various segmentation models. tools, templates, and agreed approaches to SRM.


The great thing about these models is they force you to focus on, not only the strategic high-spend suppliers but also, any suppliers that may not impact the bottom line but are critical to the operation of your business.


In the current industrial context, it is generally difficult for manufacturing companies to produce all the components of the products they propose. Thus, they either buy a large proportion of these components from suppliers or subcontract their manufacturing with other companies. This exchange of physical and informational flows between buyers and suppliers is then considered as a network. In terms of manufacturing and logistics, this network can be seen as a Supply Chain (SC) which connects the ultimate customer (buyer) to the ultimate supplier (Ayers, 2000) (Barut et al., 2002). On the other hand, the SC management requires an effective cooperation between suppliers and buyers. In this sense, the whole SC from raw material suppliers to the final customer can be seen as a set of buyer-supplier relationships. It means that the buyer-supplier relationship is the cornerstone of the SC management (Kelle et al., 2007).


Example: Let us consider a simple example from (Gunaserakan et al., 2004) with 4 criteria about the Source process performance. In order to compare the different suppliers for improving the buyer-supplier relationships, let us imagine that we need to aggregate the performances related to the 4 following criteria: the Lead_time, the Quality, the Cost_saving_initiatives and the Supplier _pricing (Figure 2).


The case study concerns a bearings company with its suppliers and deliverers. The company works for automotive and aeronautics companies, spatial and some other high-tech activities. The suppliers are, on the one hand European or Asian steel producers and, on the other hand, SMEs specialized in precision milling and grinding. In order to improve its buyer-supplier relationships, the company overall objective is to subscribe to a total SC point of view and to measure the impact of the defined improvement projects not only on the performance of the company but also on the performance of the SC, namely the 4 main processes according to SCOR, i.e. Plan, Source, Make, DeliverThe process Return proposed in the recent SCOR model is not retained here, its contribution to the overall performance being more complex to handle.


More generally, the company has a systematic tool which allows not only to choose a supplier but also to diagnose the weakness of the buyer supplier relationship and to improve it. This explanation of the reasons of an unsatisfactory overall performance allows managers to adopt a more efficient improvement approach. 041b061a72


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