I had a boss who used to say that "in the old days" Purchasing Departments really "beat up" on vendors by being demanding and inflexible. He came from the manufacturing sector so perhaps there was a slightly different attitude in that sector as opposed to corporate services.
It is still a valid question for Buyers to ask themselves: Do you see your vendors as partners or adversaries?
It is a tough question with many implications beyond the surface level. I think most people would say their relationship is a partnership, if for no other reason than it would be politically incorrect to say otherwise in an external discussion.
Like all negotiations between buyers and sellers of anything, whether the subject is electrical manufacturing components, a potboiler manuscript, or a new car, the goals are clear: The buyer wants to get the maximum value for the minimum price while the seller wants to give minimum value for maximum price. Focusing solely on this aspect of the relationship forces one to look at it as adversarial.
Buyers need to look beyond that. The partnership comes into play when both sides realize that their maximum/minimum goals may have to slide towards the middle.
How do you see your vendor relationships?
Comment Preview