Published Paper Details:

Nearly all professional procurement organisations have a stated intent and commitment to do more in the area of supplier relationship management and save cost. The need and process of a supplier relationship management are complex. A robust process would ensure that the capabilities and composition of the procurement team would need to change along with the team’s orientation. It require the management of the organisation to spend more time with the suppliers than with the procurement team. It would require to identify relationship with suppliers to be business-centric relationship. Simply put, being able to negotiate a deal does not mean a buyer is able to manage a relationship, nor is it possible to ensure premium access to suppliers in a contract. A study was conducted to gain a better understanding of Supplier Relationship management and to advise our clients on this topic. A study was conducted by conducting interviews of academicians and industry professionals to identify the objectives, challenges and benefits of supplier relationship management in organisations. The study also identified the critical success factors and the competencies required for success of a supplier relationship management program.