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Gartner® reportSuccessfully implement strategies for digitized supplier connectivity

Learn the procedure and risks in “The Journey to Effective Supplier Collaboration: Step 3 – Strategy Launch”

How purchasers can convince suppliers of working closely together in order to create digitized connectivity

After you have gained the support of internal stakeholders for your project to implement digitized, fully automated connectivity with strategic suppliers (step 2 of the Gartner® report), it’s time to bring those suppliers and your management teams to the table.

In the Gartner® report “The Journey to Effective Supplier Collaboration: Step 3 – Strategy Launch” you’ll discover how you can convince strategic suppliers of the benefits of closer collaboration.

Some insights the analysts reveal include:

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How to communicate expectations and goals throughout strategy conversations
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How to find common ground, identify different perspectives of the partnership, and communicate mutual benefits
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Under which conditions the strategy can be extended to additional suppliers

Benefit now from Gartner® insights

Download the Gartner® report “The Journey to Effective Supplier Collaboration: Step 3 – Strategy Launch” here.

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The Journey to Effective Supplier Collaboration: Step 3 – Strategy Launch, Miguel Cossio, 2 February 2021
Disclaimer: GARTNER® is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and internationally and is used here in with permission. All rights reserved.

Gartner® also identifies associated risks, some of which are:

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“Strategic suppliers will be less receptive of any attempt for increasing collaboration if they think it is just another negotiating tactic to reduce costs.”
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“Efforts to drive increased collaboration with strategic suppliers can be derailed if there are strong corporate cultural differences or if incompatible priorities exist between both organizations.”
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“Telling a supplier that they are strategically important isn’t enough; words need to be followed by actions that demonstrate how the relationship will be managed differently.”
Gartner® recommends that those responsible for procurement coordinate their efforts regarding contract design and performance management. The next step is to gauge the interest of strategic suppliers in service of establishing a closer relationship. Then, after you bring your senior leadership and suppliers to the table, a pilot project can be launched with select participants.

More from Gartner® on managing supplier relationships

Gartner® has published a series of four reports that examine various aspects of creating supplier relationships which serve as a guide for procurement managers.

The Journey to Effective Supplier Collaboration: Step 1
– Strategy Design –

Discover how you can make your supply chain more agile and efficient.

Read the Gartner® report »

The Journey to Effective Supplier Collaboration: Step 2
– Internal Stakeholder Alignment –

Read here how purchasers create alignment and secure support from internal stakeholders.

Read the Gartner® report »

The Journey to Effective Supplier Collaboration: Step 4
– Governance and Scaling –

Learn how you can nurture long-term supplier relationships and which mindset you need to be successful.

Read the Gartner® report »