Supplier Relationship Management Is Not an Adversarial Process
In the movie “Jerry Maguire,” the inciting incident is the protagonist’s departure from his established agency to pursue his own principled approach to managing professional athletes. After a rousing call to action on his way out the door that falls on deaf ears (but one), he rushes to call his clients as quickly as possible, […]
What Do Vendors Want?
Many suppliers tell us that they don’t respond to RFPs. They see them as “rigged” or “wired.” They think that the outcome of the RFP is pre-determined. It is nothing more than a pro forma exercise in compliance. Others tell us their frustration when they see an RFP that is inconsistent. This happens in technology […]