Stuck Between a Rock and a Hard Place? Don’t Throw the Rocks!
In this short presentation, Kelly will discuss supplier relationships, and, depending upon our actions, how our treatment of our suppliers now may come back to haunt us later.
“These suppliers feel as though they’re not being heard; this is their last resort. That’s a pretty dangerous game because it will be a long time before some of these larger organizations will want to work with a partner that goes to the press when they have challenges. But if they don’t feel like they’re being heard, then there’s not really anywhere else for them to go.” – Philip Ideson, Art of Procurement
Kelly will also discuss what people do when they are faced with a stressful situation. Kelly has a friend that calls it, ‘the dance.’
Everyone’s ‘dance’ is different. Some people fold quickly, others fight like caged animals. Acting defensive, wallowing in self-pity, blaming others, denying reality, and engaging in self-destructive behavior are all ‘dances’ too.
When we are in long term relationships – personal or business – our dance has a way of becoming tied to the dances of others. When those dances collide, you’re left with a bad situation – unless someone can change their moves or refuse to take to the dance floor altogether.
For many, many years, procurement’s dance was to beat on suppliers. If we had a bad day, they had a bad day. If we were pressured to deliver more savings, they got a nastygram.
With much hard work and strategic reprogramming, we’ve finally gotten to a place where we’re making a change. Supplier relationships mean something. We care about and are even starting to invest in the supplier experience. We strive to be designated as ‘customers of choice.’
The question that must be answered by each one is what toll will the path we chose have on each partner in their supply ecosystem? Can these supply relationships be saved?
Hear more when Kelly does her presentation!