Supplier Relationship Management

Jonathan O'Brien is the CEO of Positive Purchasing Ltd, the international procurement and negotiation consultancy and training provider, and is based in Plymouth, UK. With over 30 years of experience working in purchasing, he has worked all over the world to help global organizations increase their purchasing capability through online and classroom training, education and working directly with practitioners and executive teams to drive the adoption of supplier relationship management and other strategic purchasing methodologies. He is also the author of Category Management in Purchasing, now in its fourth edition, The Buyer's Toolkit, and the award-winning title Negotiation for Procurement and Supply Chain Professionals, now in its 3rd edition, all published by Kogan Page

Chapter - 00: Introduction;
Chapter - 01: What we need from our supply base 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;
Chapter - 16: Glossary

"O'Brien's excellent book is extensive, well-structured and intelligent, and really is the first book anyone interested in supplier management should consult. It is full of useful ideas and clear thinking about SRM, and has been updated in this third edition with relevant information and ideas around sustainable procurement. The advice, tools and thinking here will help any reader and their organization manage suppliers better in order to deliver more value and performance"

"A refreshing new perspective on this important topic that clearly sets out all the components of SRM together with a rich toolkit and practical steps to make it happen. Crucially, this book places collaboration at its core. It recognizes the fact that successful SRM is an organization-wide concern and provides a range of approaches to make this a reality. This book makes sense of supplier segmentation and how to use a variety of supplier management approaches, including how to collaborate and work together with strategic suppliers to create new shared benefit. A definitive guide to SRM and how to really make it happen."

"A truly definitive guide to SRM and a practical handbook for those doing it! This book demonstrates the value of working with key suppliers and why there is no such thing as a one-size-fits-all approach. The analogy of SRM as an orchestra with many sections runs through the entire book and helps make sense of a complex and often misunderstood topic and provides a framework for organizations to implement it. This book provides a comprehensive exposition of each aspect of SRM (or orchestra section), including enabling supplier driven innovation at scale - the next frontier for the progressive procurement organization. Everything you need to know about SRM in one book."