2017 READING CHALLENGE
This year is coming to a close, which means it’s time to […]
Jordan D. Lewis
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Although more and more firms now recognize the importance of customer-supplier alliances, few actually know how to make them work. Using interviews with employees ranging from top executives to purchasing and sales people, Lewis takes the reader inside these leading-edge companies and their top suppliers to show precisely how the "connected" corporation can "double its competitive resources by forging customer-supplier relationships for greater financial strength, higher market share, more value, and increased operating flexibility.
Lewis provides the tools managers need to structure and manage effective and successful alliances. He discusses all of the initial questions on how to get started--when to use alliances, how to choose the best partners, and how to set clear objectives targeted on high performance. Specific techniques are presented to foster jointcreativity--from building interfirm teams to systems-based thinking--as well as methods for monitoring alliance performance and progress. Lewis also shows ways to develop the foundation of cooperation, negotiation, and trust between partners which is so crucial in achieving optimum competitive advantage.
By capitalizing on the new customer-supplier alliances, any firm can increase its competitiveness regardless of industry, company size, or whether its focus is on goods or services. Lewis provides managers of all types with the framework they need to avoid the pitfalls and enjoy the full benefits of the connected corporation.
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