The introduction of Lean Supply concepts and the subsequent development of the 'partnership' approach have revolutionised the relationships between buyer and seller, in particular the non-adversarial approach to buyer/supplier relationships where the objectives move from win/lose to win/win and the joint maximisation of profits. The book critically appraises the approach and moves beyond partnership sourcing, and attempts to show how inter-firm relationships can be used to develop competitive advantage. This book is written for both practising managers who wish to develop effective commercial relationships, students at both undergraduate and MBA levels, and professional stage students of the CIPS.
Purchasing and Commercial Relationships Contract Management Key Contractual Terms Quality Philosophies in Commercial Relationships Managing Internal Customers Structure and Strategy Sourcing Lean Supply Public Sector Purchasing and the EC Procurement Directives IT Applications in Supply Chain Management
Mark Moore, MBA, BA, MCIPS is an experienced lecturer and consultant in the field supply chain management. His specialism is commercial management of contracts, purchasing strategy and processes in both private and public sectors.
"I think that students and practitioners will find this a very useful addition to their learning resources." -- Dr David M Jones, Supply Management.