Winning Strategies in Supplier Partnering:
| Winning Strategies in Supplier Partnering |
Table of Contents
Executive Summary................................................................................... Page 1 Partnering Trends .............................................................................................. 4 Survey Background ........................................................................................... 7 Partnering Options ............................................................................................ 10 Prevalent Types of Partnerships ...................................................................... 14 Forces Driving Suppliers to Partner ................................................................ 24 Industry Relations Forged Through Partnering ............................................... 36 Partnering and Business Performance .......................................................... 48 Factors Contributing to Partnership Success ................................................ 61 --> Partnership Structure................................................................................... 62 --> Strategic Intent ............................................................................................. 64 --> Due Diligence: Financial, Market and Technology .................................. 68 --> Terms of the Agreement ............................................................................. 73 --> Senior Management, Employee and Resource Commitments .............. 84 --> Power and Influence .................................................................................... 111 --> Communications .......................................................................................... 123 --> Corporate Cultural and Management Style .............................................. 137 --> Partnering with the Competition ................................................................. 148 Conclusion ......................................................................................................... 156
Winning Strategies in Supplier Partnering:
