Procurement -- Customer-Supplier Relationships

In the never-ending quest for cost savings many companies have reduced the number of suppliers they use consolidated their purchases and negotiated better prices. So where can chief procurement officers and other managers now turn for savings? In this interview Bob Tevelson a BCG partner and managing director says firms must segment suppliers to identify those that can deliver what he calls ”partnership value” by establishing relationships that move beyond the transactional level.

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