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The power of two = how smart companies create win-win customer-supplier partnerships that outperform the competition /

Record Type:	Electronic resources : Monograph/item
Title/Author:	The power of two/ Carlos Cordâon and Thomas E. Vollmann.
Reminder of title:	how smart companies create win-win customer-supplier partnerships that outperform the competition /
Author:	Cordon, Carlos.
other author:	Vollmann, Thomas E.
Published:	Basingstoke [England] ;Palgrave Macmillan, : 2008.,
Description:	xvii, 194 p.
Subject:	Industrial procurement. -
Online resource:	access to fulltext (Palgrave)
ISBN:	9780230594968

The power of two = how smart companies create win-win customer-supplier partnerships that outperform the competition /
Cordon, Carlos.

The power of twohow smart companies create win-win customer-supplier partnerships that outperform the competition /[electronic resource] :Carlos Cordâon and Thomas E. Vollmann. - Basingstoke [England] ;Palgrave Macmillan,2008. - xvii, 194 p.

Includes bibliographical references (p. 187-190) and index.

Picking ten partners -- Mastering the four stages of collaboration -- Restructuring procurement -- Selling the way your customer wants to buy -- Choosing your battles wisely -- Developing pairsof aces -- Building the future -- Changing two at a time -- Harnessing the power of two.

draft; The Power of Two presents the best way for your company to increase its competitive advantage. By forming close collaborative relationships with a small set of customers and/or suppliersyou can achieve a significant cost advantage over your competitors, you can increase your market share, achieve significant top line growth, and create competencies that cannot be copied. The ideas presented here are the result of several years of research, exploring these ideas with thousands of executives at IMD, and working as consultants to firms implementing the concepts. This book has many examples where powerful collaborative relations have been developed between a carefully chosen customer and supplier. In each case the customer and the supplier have recognized their mutual need to jointly overhaul the way they do business. It is not easy,but there is no doubt that it can be done. Not with all customers or suppliers, but with a carefully chosen few - ones where the necessary trustcan be established, mechanisms developed to resolve the inevitable differences in opinions/ perceptions, and win-win becomes a clearly shared objective.

Electronic reproduction.
Basingstoke, England :
Palgrave Macmillan,
2009.

Mode of access:World Wide Web.

ISBN: 9780230594968

Standard No.: 10.1057/9780230594968doiSubjects--Topical Terms:

245826
Industrial procurement.
Index Terms--Genre/Form:

96803
Electronic books.

LC Class. No.: HD39.5 / .C67 2008eb

Dewey Class. No.: 658/.046

The power of two = how smart companies create win-win customer-supplier partnerships that outperform the competition /
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505 0 $a Picking ten partners -- Mastering the four stages of collaboration -- Restructuring procurement -- Selling the way your customer wants to buy -- Choosing your battles wisely -- Developing pairsof aces -- Building the future -- Changing two at a time -- Harnessing the power of two.
520 $a draft; The Power of Two presents the best way for your company to increase its competitive advantage. By forming close collaborative relationships with a small set of customers and/or suppliersyou can achieve a significant cost advantage over your competitors, you can increase your market share, achieve significant top line growth, and create competencies that cannot be copied. The ideas presented here are the result of several years of research, exploring these ideas with thousands of executives at IMD, and working as consultants to firms implementing the concepts. This book has many examples where powerful collaborative relations have been developed between a carefully chosen customer and supplier. In each case the customer and the supplier have recognized their mutual need to jointly overhaul the way they do business. It is not easy,but there is no doubt that it can be done. Not with all customers or suppliers, but with a carefully chosen few - ones where the necessary trustcan be established, mechanisms developed to resolve the inevitable differences in opinions/ perceptions, and win-win becomes a clearly shared objective.
533 $a Electronic reproduction. $b Basingstoke, England : $c Palgrave Macmillan, $d 2009. $n Mode of access:World Wide Web. $n System requirements: Web browser. $n Title from title screen (viewed on Mar. 3, 2009). $n Access may berestricted to users at subscribing institutions.
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