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What are the positive and negative aspects of personal relationships with suppliers?

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What are the positive and negative aspects of personal relationships with suppliers?

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How do you manage  the relationship with suppliers whose content is viewed by academics as a ‘must have’?

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How do you manage  the relationship with suppliers whose content is viewed by academics as a ‘must have’?

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What do you do when relationships with suppliers sour?

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What do you do when relationships with suppliers sour?

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How do you manage relationships with suppliers in-between meetings?

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How do you manage relationships with suppliers in-between meetings?

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How and where do you record the outcomes of your supplier meetings?

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How and where do you record the outcomes of your supplier meetings?

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UOM: o   Establish  a review checklist

o  Decide where the outcomes of your meetings are to be recorded o Identify things you would like to see done differently by your next meeting / issues you want resolved

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What steps do you take to help suppliers to help you?

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What steps do you take to help suppliers to help you?

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UOM: Establish case studies, celbrating any successes you have enjoyed with the supplier o  Present at supplier organised conferences

o  Host supplier days at your institutiono   Become early adopters for new processes.

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How do you prepare for a supplier meeting?

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How do you prepare for a supplier meeting?

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UOM: o Establish a template for articulating what you want from suppliers o Establish a preparation checklist

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What are your top 3 tips for successful supplier relationships?

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What are your top 3 tips for successful supplier relationships?

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UOM: Articulate what you want from the supplier and always remember that you are the customer (and remember your USP); understand the suppliers environment and concentrate on win win solutions; establish rules and templates to govern each aspect of supplier relationships

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Do you have any models for identifying good value/good service with suppliers?

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Do you have any models for identifying good value/good service with suppliers?

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(2) What we would like supplier relationships to look like in the future?

(3) Next steps: what could institutions do to bring this about; what could NC do to bring this about?

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What are your rules of engagement for supplier relationships/negotiations?

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What are your rules of engagement for supplier relationships/negotiations?

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UOM: o All information must be exchanged 48 hours before meetings o   Terms of the meeting must be discussed beforehand (What is the point of the meeting?) o   Establish a fixed running time for meeting and stick to it. Have a stock of phrases available to terminate the meeting when you need to / avoid being rushed into a decision. o   Don't be outnumbered - limit how many people are coming, identify what  their roles are and what authority they have to make decisions

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What steps have you taken to understanding the suppliers’ perspective?

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What steps have you taken to understanding the suppliers’ perspective?

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UOM: o   Gain an understanding of their business environment (how the business works, how prices are established, future developments etc); o   Gain a better understanding of your supplier representatives (what is their remit, how is their performance gauged, what are their press points, e.g. end of calendar year for performance bonuses?)

o  Articulate what the supplier wants from the meeting (what is their ideal outcome etc)

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How do you articulate your unique value as a customer?

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How do you articulate your unique value as a customer?

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UOM: Create a position statement, with 4 main themes, listing what makes your institution a customer that suppliers would love to deal with.