2016 New England Supply Chain Conference and Exhibition - Mary Kachinksy. Brian O'Connor Á Karen Fedele Presentation
Intermediate Negotiations: Characteristics of Supply Chain Partnerships
Mary Kachinsky, C.P.M., CPSM
, VP of Strategic Sourcing and Operations, FORMA Therapeutics &
Brian O'Connor, CPSM, C.P.M., CPIM
, Global Director Supply Chain Management, Lonza Biologics &
Karen Fedele, CPSM, C.P.M., MICIPS,
Head Integrated Procurement Solutions, Shire Biopharmaceuticals
The increasing global complexity and resulting challenges in
managing global supplier relationships requires a new set of skills and
approach, to ensure continued successful results from supply chain partnerships.
The challenges resulting from:
Supply base globalization,
Industry
consolidation,
Supplier market concentration, and
Pressures to
identify new and emerging technologies
– require the development of
strategies to both increase collaboration, and at the same time ensure that a
sound base for negotiation can be maintained.
The panel will discuss key
aspects of supplier relationship management and negotiation strategies, that
have been successful in meeting these new challenges in their own companies.
Through the application of both strategic tools, as well as development of
collaborative approaches to relationship management, it's possible to build a
successful platform, to ensure both increasing value from the supply base, as
well as the maintenance of long term collaborative relationships.
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