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Supplier-Side Economics: Making Vendor Relationships an Enduring Source of Competitive Advantage

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Budgeting & Planning > Business Performance Management

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The economic downturn has brought new power to buyers in nearly all markets. But like every buyer's market, this one carries an expiration date. In recent years, companies have moved aggressively to negotiate savings, not just in their initial transactions but also throughout their relationships. And suppliers that don?t deliver value, meet milestones, and accept accountability for their performance have risked not being in business at all. In the name of "strategic sourcing," companies have tackled supplier inefficiencies in wave after wave, consolidating their supply bases through methods ranging from improved vendor selection to shrewd negotiation. In this survey of senior finance executives in the U.S. and U.K., CFO Research finds an opportunity for companies to improve their relationships with strategic suppliers.