Premium Essay

Business to Business Relationship Management

In: Business and Management

Submitted By jcarver212
Words 1738
Pages 7

Strategic Sourcing and Supply Chain Management

CONTENTS Abstract 3
I. Stages of Buyer-Supplier relationships 4
II. Types of buyer-supplier collaboration 5
III Supplier evaluation and selection 6
IV. Steps to establishing a Buyer-Supplier Collaboration 8
V. Barriers to establishing a succesful Buyer-Supplier relationships 9
VI. Benefits of a successful Buyer-Supplier Collaboration………………………………………………………..9 Conclusion 10 References 11

In today’s competitive business world, having the right kind of buyer-supplier relationship is critical to the success of most companies. Most manufacturing organizations spend over 50% of their revenue on supply chain. Considering the fact that customers are more price sensitive than ever, companies have to squeeze out potential profit margins from their supply chain investment. Manufacturers are also becoming increasing dependent on their suppliers; this has led to a general increase in level of collaboration between buyers and supplier. In fact, having the right source of supply can actually be a source of competitive advantage especially when both parties are bonded by an exclusive contract.
For example, Dell computer was the first computer manufacturer to recognize the potential benefits of a collaborative supply chain relationship. Dell was so confident that building a strong supplier relationship with its suppliers can really set them apart in the computer industry that was rapidly growing; they decided to build their whole business strategy around it. Using the build to order manufacturing and just in time (JIT) inventory method to supply components needed, customers can actually build their own customized laptop or computer for a reasonably affordable...

Similar Documents

Premium Essay

Implementing Customer Relationship Management as a Core Business Strategy

...IMPLEMENTING CUSTOMER RELATIONSHIP MANAGEMENT AS A CORE BUSINESS STRATEGY Presented to Adrian Lim School of Business Management Nanyang Polytechnic February 13, 2014 EXECUTIVE SUMMARY This report provides an analysis and evaluation of the current customer relationship management of Singapore Café Ptd Ltd. The purpose of this report is to enhance the existing customer’s experience at Singapore Café and to increase our presence in the F&B Industry. Sources of data collection include search engines and websites of the companies. The report finds that it is important for Singapore Café to focus on our one-to-one marketing management and knowing who our customers are, where they are and what they need. However, in order to nurture better relationship with customers and retaining them, Singapore Café needs to keep a consistent system of collating information from returned feedback forms and take a step further in enhancing our programme and activities in engaging with our customers. Recommendations discussed include: * Leveraging on Social Media * Develop a centralised customer database. TABLE OF CONTENTS IMPLEMENTING CUSTOMER 1 RELATIONSHIP MANAGEMENT 1 AS A CORE BUSINESS STRATEGY 1 TABLE OF CONTENTS 3 INTRODUCTION 5 STATEMENT OF PROBLEM 5 STATEMENT OF PURPOSE 5 SCOPE OF REPORT 6 SOURCES AND METHOD 6 FINDINGS AND ANALYSIS 7 CONCLUSION 14 RECOMMENDATION 15 LIST OF FIGURES Figures 1 Costa Coffee Six-Months Sales......

Words: 2173 - Pages: 9

Premium Essay

Customer Relationship Management and Key Account Management

...Customer Relationship Management and Key Account Management [Name of writer] [Name of institution] Table of Contents Introduction 1 Customer Relationship Management 1 Customer Relationship Management in Business to Business 1 Customer Relationship Management in Business to Customer 2 Issues related to CRM in B2B and B2C 2 Customer Privacy 3 Technical Immaturity 4 Ownership and Accountability 4 Importance of Customer Loyalty 5 Conclusion 5 References 7 Customer Relationship Management and Key Account Management Introduction This paper intends to focus on the importance and need of customer relationship management for business organizations. The paper will focus the role of customer relationship management in business to business marketplace. In addition to this, the paper will incorporate the role of customer relationship management in business to customer marketplace. The paper will further illustrate the issues which are associated with customer relationship management in business to business marketplace. Issues related to customer relationship management in business to customer marketplace will also be included in the paper. Positive and negative impacts of relations on business dealings will also be discussed in the paper. All of these discussions will help in understanding proper role of customer relationship management in the both B2C and B2B marketplace. Customer Relationship Management CRM i.e. Customer Relationship......

Words: 1520 - Pages: 7

Premium Essay

Importance Of Customer Relationship Management

...Need of Customer Relationship Management Customer Relationship Management is the biggest and the most proficient approach in maintaining and creating relationships with customers. Customer relationship management is not only business but also strong personal connection within people. Development of this type of connection takes the business to new stages of success. Once this personal and emotional linkage is built, it is very quite easy for an organization to identify the actual requirements of customer and help them to serve them in a better way. It is a belief that more the sophisticated strategies involved in implementing the customer relationship management, the more strong and fruitful is the business. A CRM system consists of a historical...

Words: 1024 - Pages: 5

Premium Essay

Case Study 3

...Case study 3 Procurement is a part of supply chain management. The main duty of procurement can include managing resources in productive firms which might be complexity. It is not all about purchasing, but also ordering and storage (Tumuhairwe and Ahimbisibwe 2016). However, it may not possible if the companies have no customers or partners to do a business with. The key factor that can keep the business to be insistent is to make contract to customers or business partners. The essay will analysis the case study and provide suitable solutions to solve all issues. Contract in business may be significant to keep relationship between firms and partners to the position that it should be. Contract management can be defined as the control of contracts which involved a company and its customers or partners (Lee, Lin and Pasari 2014). In order to create the business contract, all participants might be considering some relevant factors such as creation, negotiation, adherence, service level agreement, managing changes, documenting and analysing (Tumuhairwe and Ahimbisibwe 2016). According to the case study, there are two contractors such as police and Maybury Security Ltd (MSL) as well as there are serval sub-contractors in different part including facilities management, building construction, software development, data Centre management and systems integration. The issue was occurred by a failure of MSL’ s contract, the reason is because contractual performance was not attained......

Words: 753 - Pages: 4

Premium Essay

Enterprise Systems

...excellence?  How do supply chain management systems coordinate planning, production, and logistics with suppliers?  How do customer relationship management systems help firms achieve customer intimacy? Traditional View 3 MIS, 2015 Enterprise Systems 4 MIS, 2015 Cross-functional process 5    Many business processes are cross-functional, transcending the boundaries between sales, marketing, manufacturing, and research and development. These cross-functional processes cut across the traditional organizational structure, grouping employees from different functional specialties to complete a piece of work. E.g.:   Order Fulfillment Process Procure to Pay. MIS, 2015 Order Fulfillment Process 6 For example, the order fulfillment process at many companies requires cooperation among •the sales function (receiving the order, entering the order), •the accounting function (credit checking and billing for the order), and •the manufacturing function (assembling and shipping the order). MIS, 2015 Enterprise Application 7  Enterprise Application automate processes that span multiple business functions and organizational levels and may extend outside the organization. MIS, 2015 How Enterprise Systems work 8     based on a suite of integrated software modules and a common central database. The database collects data from key business processes of various functional......

Words: 1318 - Pages: 6

Premium Essay

Supply Chain Management

...upply Chain Management is the systematic, strategic coordination of the traditional business functions within a particular company and across businesses within the supply chain, for the purposes of imposing the long-term performance of the individual companies and the supply chain as a whole. The definition of Supply Chain Management focuses on management of relationships as means of achieving better results for all members of the supply chain, including customers. As a philosophy Supply Chain Management takes a systems approach to viewing the channel as a single entity, rather than as a set of fragmented parts, each performing its own function. There are three concepts in Supply Chain Management. These three concepts are tightly interconnected. Network Structure Business Processes Management The Network structure comprises the most important collaboration partners in a supply chain, as well as the relationships between these players. It is neither possible nor desirable to establish a SCM cooperative network that includes all participants in a business network. It is important to focus available resources on the relations that are of strategic importance for the competitiveness of the business. For many businesses, it is a novel challenge to choose and work in a structured manner with business relationships. A good way to start is to describe the roles the business fills today and the roles the business wishes to fill in the future in terms of supply chain. In...

Words: 912 - Pages: 4

Premium Essay

Global Supply Chain

...txt1=During this three-day program, organized by Prof. Marc Sachon of IESE Business School and Thoma Prof. Haul Lee of Stanford Graduate School of Business, you will learn about the benefits of integrating your global supply chain by recognizing the cross-functional links throughout the supply chain, from supplier to customer relationships. Integrating supply chain processes allow companies to manage relationships more effectively, which reduces cost, increases the overall internal efficiency and improves customer relationships and service. &txt2=The program's faculty include Thoma Prof. Hau Lee of Stanford University and professors Marc Sachon, Brian Subirana, and Paddy Miller of IESE Business School. The faculty will provide a holistic vision of global business operations around the world and the necessary tools to face the challenges that globalization is exerting over the supply chain. &txt3=During this three-day program you will learn about the benefits of integrating your global supply chain by recognizing the cross-functional links throughout the supply chain, from supplier to customer relationships. Integrating supply chain processes allow companies manage relationships more effectively, which reduces costs, increases overall internal efficiency and improves customer relationship and service. Customers' demands are the final drivers of your business supply chain activities. This program will give you vision for demand driven supply chains and will address the......

Words: 1033 - Pages: 5

Premium Essay

Global Account Management

...GLOBAL ACCOUNT MANAGEMENT Introduction Due to globalization of economics, advances in communication and information technologies, rapid changes in global market and consumers and availability of a transnational media, makes the world an enormous borderless marketplace. Accordingly many of multinational companies have adopted global account management as a substantial strategic account and integral part of global marketing, and have focused on global consumers’ important demands. Global vs. Nation Account Management Global account management (GAM) emerged as a plan or process of relationship focusing on future of global client’s major demands, and understands them towards to increasing the return on company’s and stakeholders’ investments. Then companies must gain proper perceive of their customer’s demands, and tailoring their approach according to their customer’s needs (Woodburn & McDonald, 2011, pp.5-7). Nation or domestic account management implies on delivering service or serving the demands of consumers that are located in a nation or region; on the other hand, global account management is refer to delivering services or serves the customer’s demand throughout the world. Accordingly multinational companies needs to adopt larger accounts based on their multiple locations around the world while domestic or nations companies doesn’t needs to (Honeycutt et al, 2003, p.102). Then it is obvious that GAM’ faces larger and more sophisticated challenges, and in......

Words: 1239 - Pages: 5

Premium Essay


...Indian Institute of Management Bangalore Customer Relationship Management Faculty: Prof. G. Shainesh Term VI PGP (2008-09) 3 Credit Course Background – The primary purpose of any business is to win and keep customers. Its competitors also seek to do the same. Most successful firms have developed capabilities for attracting customers through their marketing programs. But they have shown mixed results when it comes to retaining these customers. Customer Relationship Management helps businesses in successfully implementing strategies aimed at winning and retaining customers profitably. It is also helping businesses shift from a short-term transaction based mode of operation in their interactions with customers to a long-term relationship mode. Objectives – The objective of this course is to help students understand the concept and practice of CRM derived from research and applications across businesses. These concepts and applications from real life case studies will help identify opportunities, which can be successfully implemented for long term profitability. Pedagogy – The teaching methodology will include a mix of lectures, discussions of pre-readings, presentations by practitioners, exercises and case analysis. The cases are integrative in nature but will also help develop an appreciation of specific elements of CRM. Group Project – Option 1 - Identify any organisation which is practicing some form of CRM. Start working with them to......

Words: 1490 - Pages: 6

Premium Essay

Current Trends in Business Communication

...Current trends in business communication Sharon D. Ledford COM/285 September 20, 2011 Daniel Smith Current trends in business communication “As technology is advancing, so is the world of business communication. A long time ago, businesspeople wrote letters to their clients and meetings held in person. Today’s world of business communication has a much different look. Devices such as personal digital -assistant, and teleconferences are meant to increase productivity and means of communicating with customers. E-mails had become a preferred means of communicating to coworkers and your clients.” “Social media networking officially has crossed over from used socially to an important and viable method of customer relationship management. Using tools like Facebook, blogs, public forums, and wiki sites, businesses can better know how to attract and keep their customers. Customer relationship management begins with acquiring new customers through contact management, sales, and customer satisfaction. Enhancing customer relationship management occurs through excellent business communication and use of customer service tools such as product experts and ease of purchasing. Retaining customers occurs through loyalty and reward. Customer relationship management or databases can notify the business owner of long- term clients and create the ability to receive customers through promotional measures. Streamlining every phase of business communication will always...

Words: 772 - Pages: 4

Premium Essay

Lava Java Marketing and Sales Composition

...types from abusive, offensive or harassing behavior. We are committed to creating a work environment where everyone is treated with dignity and respect, bringing out the full potential of each person. This philosophy will, in turn, contribute directly to our business success. The success of our business is dependent on the trust and confidence we earn from our employees, customers and shareholders. We gain credibility by adhering to our commitments, displaying honesty and integrity and reaching company goals solely through honorable conduct. Managers have a responsibility to create an open and supportive environment where employees feel comfortable raising concerns in respect to ethics and transparency. We all benefit tremendously when employees exercise their power to prevent mistakes or wrongdoing by asking the right questions at the right times. We believe in protecting all confidential company information, as well as nonpublic information entrusted to us by employees, customers and other business partners. We will not disclose confidential and nonpublic information without a valid business purpose and proper authorization. We create, retain and dispose of our company records as part of our normal course of business in compliance with all policies and guidelines. All corporate records must be true, accurate and complete. Company data must be promptly and accurately entered in our books in accordance with accounting principles of GAAP. We will treat each transaction......

Words: 1591 - Pages: 7

Premium Essay

Rdh Paper

...Roaring Dragon Hotel: Good Management Qualities Executive Summary This proposal provides a detailed analysis on the good management qualities of organization. The proposal addresses problems and challenges faced by management due to difference in culture. Roaring Dragon Hotel (RDH) was state owned hotel in southern part of China and guanxi was integral part of RDH and its business. RDH was facing a tough competition from its competitors who had more westernized corporate oriented culture. The main issues of RDH management responsibilities; understating the different culture, employees, customers, market trends and effectively executing the good management qualities are addressed in the proposal. By understanding and acclimatizing to the different cultures is the new way to develop management skills effectively is suggested. This method eliminates any unwanted miscommunications within the team and provides a platform to understand the how employee works in different cultures and thereby increasing the productivity of the organization. Introduction: RDH & Guanxi Roaring Dragon Hotel (RDH) was one of the most famous and esteemed three star hotels in the southern part of china in 1960’s. It was considered as the state owned enterprise (SOE). RDH was famous for its Guanxi practice. The business basically depended on the......

Words: 1316 - Pages: 6

Premium Essay


...KEY ACCOUNT MANAGEMENT Key Account Management (KAM) is a professional sales approach which involves the supplier and client’s business working together to gain understanding of each other business and achieve common goals. Identifying your key clients allows you to then work with their Architects, Engineers and Contractors, taking a more holistic approach to your specification strategy. This is not a simple Buyer-Seller relationship, you need to involve people from all aspects of your business and work together with your client’s business to find better ways of doing things. Cost savings are achieved by re-engineering processes, reducing inventory and avoiding unnecessary activity. Cost savings are also achieved as a result of a better understanding of each others business, and importantly, are shared by both parties. Key Account Management allows you to deliver what you customer truly wants. 1 Why should you offer Key Account Management? Unless your company has the lowest cost base in its sector it cannot expect to succeed with a policy of cutting prices. The alternative is to offer your customers best value. Key Account Management will help you to understand your client’s business, propose new ways of doing things and build stronger business relationships. Making it much harder for your competitors to sell to your customers. By entering into KAM relationships you will: • build stronger relationships with your customers • gain an advantage...

Words: 618 - Pages: 3

Premium Essay

Logistical Strategies in the Supply Chain

...(Butterworth-Heinemann, 2004). A number of logistical strategies exist from company to company, each claiming to be more efficient, faster, and better than their competitors. Any logistical strategy should contain some common components that supports the company’s overall logistics strategy (Waters, 2003). An effective strategy can be established for any logistical situation utilizing these four components: Agile logistics, lean management, a good relationship with vendors and effective technology systems. Logistical Strategies within the Supply Chain Because supply chain strategy depends on the type of supply chain a company uses, the type of functional strategies chosen should complement the type of supply chain that the company is a member of (Langabeer and Rose, 2002). The purpose of this paper is to explore and expand on the identified components within the supply chain that can be used as a framework when developing a logistics strategy. This framework consists of four identified components: Agile logistics, lean manufacturing, and good relationships with vendors and effective...

Words: 1610 - Pages: 7

Premium Essay

Business Objects

...Delivering Business Values with IT at Hefty Hardware Pradeep Kumar Nethi Wilmington University TABLE OF CONTENTS Summary…………………………………………………3 Important issues………………………………………….4 Approach for IT and business to work……………….….5 Review for IT…………………………..……….……….5 Review for Business………………...…………….……..6 Conclusion……………………………………………….7 References……………………………………………….8 Delivering Business Values with IT at Hefty Hardware Summary Today, we are all living in a ‘technologically civilized’ world. Information technology has become a major contributor to the economy’s growth. Economy, i.e. wealth comes from various sources, out of which IT is one. Considering the case study of Hefty Hardware, the organization identified certain communication issues between the IT and Business departments, based on which an analysis was performed to come to a solution to solve the problem. In my view, as mentioned above, IT forms a major component of today’s progressive world. The role of IT department in a business environment is to provide technological support to the whole organization wherever needed. IT department also keeps an eye on new tools and software which may enhance the efficiency of the organization. In addition, whenever the company faces technological issues then IT department is responsible to solve......

Words: 1631 - Pages: 7