Chapter 1 - Commercial Relationships

Chapter 1 - Commercial Relationships

1. S1 - The nature of commercial relationships

   • Relationship Drivers
     • Quality of interaction; Trust; Transparency; Commitment; Co-operation and collaboration; Mutuality
   • Features of a relationship

2. S2 - Internal and external supply relationships

   • Procurements customers
   • Procurement as an internal consultancy
   • Characteristics of internal relationships
   • Internal and external stakeholders
   • Procurement Marketing
   • Cross-functional relationships
   • Cross-functional teams in procurement

3. S3 The relationship spectrum

   • Relationship spectrum
   • From multiple to single sourcing
   • Adversarial or competitive relationships
   • Collaborative relationships
   • Outsource relationships
   • Partnership relationships

4. S4 - Best relationship?

   • When is transactional approach appropriate?
   • Drivers of collaborative relationships
     • Partnering
   • The relationship lifecycle
   • Portfolio relationship

5. S5 Relationship lifecycle

   • The relationship lifecycle
   • Stages of relationship development
   • Using the lifecycle model