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

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  • Format: Hardcover
  • Copyright: 2008-07-15
  • Publisher: Palgrave Macmillan

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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 tablesp. xi
Acknowledgmentsp. xiii
Case studiesp. xv
About the authorsp. xvii
Introductionp. 1
Picking ten partnersp. 9
Why is ten the magic number?p. 12
The new gamep. 16
Smarter buying and sellingp. 22
So what?p. 26
Mastering the four stages of collaborationp. 27
Flawless executionp. 29
Total cost of ownershipp. 32
Value/costp. 36
Strategic alignmentp. 39
Governancep. 42
So what?p. 44
Restructuring procurementp. 47
Leveraging the collaborative segmentp. 48
Separating the sheep from the goatsp. 51
Be the most attractive customerp. 55
Setting the improvement agendap. 59
So what?p. 66
Selling the way your customers want to buyp. 69
Business-to-business selling is differentp. 70
Selling to customer segmentation modelsp. 76
Key account managementp. 81
When customers change the gamep. 85
So what?p. 88
Choosing your battles wiselyp. 91
Proactive sales leadershipp. 94
Key sales elementsp. 96
Deploying your sales resourcesp. 102
Being the most attractive supplierp. 104
Delivering what customers needp. 107
So what?p. 110
Developing pairs of acesp. 113
Success is easily killedp. 113
Keeping the faithp. 117
Negotiation IIp. 120
It takes two to tangop. 123
A winning journeyp. 129
So what?p. 134
Building the futurep. 137
The Rubik's cube of customer-supplier partnershipsp. 138
Driving the procurement agendap. 146
Pushing sales and marketingp. 151
Making it all workp. 15
So what?p. 160
Changing two at a timep. 163
From one-sided to two-sided changep. 163
From key account management to key collaboration managementp. 171
Where is the win-win?p. 176
So what?p. 178
Harnessing the power of twop. 181
Driving from procurementp. 184
Driving from salesp. 186
So what?p. 186
Bibliographyp. 187
Indexp. 191
Table of Contents provided by Ingram. All Rights Reserved.

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