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Supplier Relationship Management

Supplier Relationship Management

Unlocking the Hidden Value in Your Supply Base

Jonathan O'Brien


Learn about the framework and tools needed to manage an entire supply base effectively and become a better procurement manager.

Available to pre-order from 3rd March 2018
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About the book

Supplier Relationship Management enables organizations to manage their suppliers effectively and secure real, tangible benefits from the opportunities already available in their supply base. This second edition delivers a framework of resources for anyone who manages or interfaces across a supply base, orchestrating a productive flow between supply base segmentation, supplier relationship management and performance management.

Written by an award-winning author and leading practitioner in the field, the fully revised second edition of Supplier Relationship Management clarifies links between procurement and supply chain management, explains how to assemble the 'Orchestra Model' into a supply base, and align aspects like contract management to meet all of the latest industry standards. This book is an ideal companion to Category Management in Purchasing and Negotiation for Procurement Professionals, also published by Kogan Page. 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 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.
Kelly Barner, Buyers Meeting Point

This book provides an extensive look at the metrics, relationships, and change management considerations associated with supply base collaboration[...] The graphics and tables in Supplier Relationship Management are a significant resource all on their own.
Kelly Barner, Buyers Meeting Point

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.
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Book Details

  • EAN: 9780749480134
  • Edition: 2
  • Published: 3rd June 2018
  • Paperback
  • Format: 234x156
  • 424 pages

About the Author

Jonathan O'Brien is the CEO of Positive Purchasing Ltd, the international procurement consultancy and training provider. With over 27 years of experience working in purchasing, he has worked all over the world to help global organizations increase their purchasing capability through training and education. He is also the author of Category Management in Purchasing, The Buyer's Toolkit and his award-winning title Negotiation for Procurement Professionals, now in its third edition, all published by Kogan Page.

Jonathan O'Brien