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Innovation and Best Practice
for Business Success

Established 1967

Supplier Relationship Management

Supplier Relationship Management

Unlocking the Hidden Value in Your Supply Base

Jonathan O'Brien


Provides purchasing professionals with the framework and tools needed to manage an entire supply base effectively.

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About the book

The supply base represents a wealth of opportunities for any organisation, yet few organisations ever properly realise this. Supplier Relationship Management enables organisations to manage suppliers effectively and provides the means to secure real, tangible and dramatic benefits from the supply base that would not otherwise be realised.

Written by Jonathan O'Brien, an award winning author and leading practitioner with over twenty five years' experience in the field, this book is the definitive guide to Supplier Relationship Management. This highly practical, 'how to' guide is a valuable tool for anyone that manages or interfaces with the supply base. The book provides a strategic and structured approach to maximising value from key and strategic suppliers, and gives focus to the direct resources at the suppliers that can make the biggest difference to the organization. It offers a complete, clear and highly operational framework for Supplier Relationship Management and seeks to provide answers to twenty key or 'pathway' questions.

Supplier Relationship Management guides readers through the simultaneous orchestra of supply base segmentation, supplier relationship management, and performance management. Jonathan O'Brien offers practical advice on: managing a changing global supply base; managing internal clients in purchasing and processes; determining the right segmentation plan for the supply base; introducing performance management systems; driving supplier improvements; developing strategic collaborative relationships.

Supplier Relationship Management is the ideal companion to Category Management in Purchasing and Negotiation for Purchasing Professionals. Used together, these books provide a complete and powerful strategic purchasing toolkit.

Table Of Contents

    • Chapter - 00: Introduction;
    • Chapter - 01: What we need from our suppliers is...;
    • Chapter - 02: Five good reasons to get close to our suppliers;
    • Chapter - 03: Introducing the orchestra of SRM;
    • Chapter - 04: Segmenting the supply base;
    • Chapter - 05: Supplier performance measurement;
    • Chapter - 06: Building a supplier performance measurement system;
    • Chapter - 07: Acting upon measurement;
    • Chapter - 08: Supplier improvement and development;
    • Chapter - 09: Supplier management;
    • Chapter - 10: Contract management;
    • Chapter - 11: Relationship management;
    • Chapter - 12: Supply chain management;
    • Chapter - 13: Strategic collaborative relationships;
    • Chapter - 14: Innovation from suppliers;
    • Chapter - 15: The orchestra of SRM is ready to play


This book provides an extensive look at the metrics, relationships, and change management considerations associated with supply base collaboration[...] It is true that supplier relationships, innovation, and collaboration are among the topics du jour in procurement, but O'Brien proves himself well versed in the associated opportunities and challenges[...] The graphics and tables in Supplier Relationship Management are a significant resource all on their own and indicate the fact that this content and recommended approaches have been well vetted through consulting engagements. He also strikes the right balance between original content and validation from third party sources, resulting in an impressive reference list.
Kelly Barner, Buyers Meeting Point

This deserves to become THE standard book on SRM. Every senior procurement practitioner, and everyone involved with the management of strategically important suppliers, should have this book on their bookshelf. It is a very complete and exhaustive book, covering pretty much everything and anything you could think of in the field of SRM.
Peter Smith, Spend Matters

As businesses grow, it can sometimes be hard to differentiate between key strategic partners and lower-tier suppliers, and to maximize the value of each relationship. This guide helps readers build a supplier management strategy that helps drive improvements and reduce risks. It also delves into the potential of supplier networks to foster innovation, process improvement, and growth.
Inbound Logistics

A student or prospective industry participant will find this to be a gold mine. Considering what you are getting and its potential for future rewards this book is capable of being a constant companion within your professional life in one shape or another.
Darren Ingram, Darren Ingram Media

Book Details

  • EAN: 9780749468064
  • Edition: 1
  • Published: 3rd October 2014
  • Paperback
  • Dimensions: 234x156
  • 424 pages

About the Author

Jonathan O'Brien is the CEO of Positive Purchasing Ltd, the international purchasing consultancy and training provider. With over twenty five years' experience working in purchasing, he has worked all over the world to help global organizations increase their purchasing capability through training, education and working directly with practitioners and executive teams to drive in the adoption of category management and other strategic purchasing methodologies. He is the author of Category Management in Purchasing and Negotiation for Purchasing Professionals (also published by Kogan Page).

Jonathan O'Brien

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