The Power of Two How Smart Companies Create Win:Win Customer- Supplier Partnerships that Outperform the Competition

by Cordón, Carlos; Vollmann, Thomas E.

• ISBN13: 9780230218888
• ISBN10: 0230218881
• Format: Hardcover
• Copyright: 2008-07-15
• Publisher: Palgrave Macmillan

Summary

The Power of Twopresents the best way for your company to increase competitive advantage. By forming close collaborative relationships with a small set of customers and suppliers you can achieve a significant cost advantage over your competitors, increase your market share and achieve significant top line growth.

Author Biography

CARLOS CORDÓN is Professor of Manufacturing Management at IMD, Switzerland. He has special interests in supply/demand chain management, speed-based management, project management, and outsourcing. He is a consultant to multinational companies including the electronics, food, chemical, pharmaceutical, and car industries. Cordón has won various prizes for his cases and articles on supply chain management, outsourcing, and procurement.
  
THOMAS VOLLMANN has spent the past 20 years in Europe. He is Professor (Emeritus) of Manufacturing Management at IMD, Switzerland. His areas of special interest are manufacturing planning and control, performance measurement, supply chain management and procurement. Vollmann is a consultant to numerous companies in manufacturing, procurement, and demand chain management; and lecturer in executive development programs throughout the world. He is the author/co-author of twelve books, over 50 case studies (8 award winning), and approximately 100 journal articles.

Table of Contents

List of figures and tables	p. xi
Acknowledgments	p. xiii
Case studies	p. xv
About the authors	p. xvii
Introduction	p. 1
Picking ten partners	p. 9
Why is ten the magic number?	p. 12
The new game	p. 16
Smarter buying and selling	p. 22
So what?	p. 26
Mastering the four stages of collaboration	p. 27
Flawless execution	p. 29
Total cost of ownership	p. 32
Value/cost	p. 36
Strategic alignment	p. 39
Governance	p. 42
So what?	p. 44
Restructuring procurement	p. 47
Leveraging the collaborative segment	p. 48
Separating the sheep from the goats	p. 51
Be the most attractive customer	p. 55
Setting the improvement agenda	p. 59
So what?	p. 66
Selling the way your customers want to buy	p. 69
Business-to-business selling is different	p. 70
Selling to customer segmentation models	p. 76
Key account management	p. 81
When customers change the game	p. 85
So what?	p. 88
Choosing your battles wisely	p. 91
Proactive sales leadership	p. 94
Key sales elements	p. 96
Deploying your sales resources	p. 102
Being the most attractive supplier	p. 104
Delivering what customers need	p. 107
So what?	p. 110
Developing pairs of aces	p. 113
Success is easily killed	p. 113
Keeping the faith	p. 117
Negotiation II	p. 120
It takes two to tango	p. 123
A winning journey	p. 129
So what?	p. 134
Building the future	p. 137
The Rubik's cube of customer-supplier partnerships	p. 138
Driving the procurement agenda	p. 146
Pushing sales and marketing	p. 151
Making it all work	p. 15
So what?	p. 160
Changing two at a time	p. 163
From one-sided to two-sided change	p. 163
From key account management to key collaboration management	p. 171
Where is the win-win?	p. 176
So what?	p. 178
Harnessing the power of two	p. 181
Driving from procurement	p. 184
Driving from sales	p. 186
So what?	p. 186
Bibliography	p. 187
Index	p. 191
Table of Contents provided by Ingram. All Rights Reserved.