The Interface Crucible 3. We’re Getting Hitched: Long Term Inter-organizational Relationships
Not all relationships are created equal and in business, asymmetrical power balances between supplier and customer and between different partners in strategic alliances are more the norm than the exception. We see these asymmetrical relationships all the time between manufacturers and their logistics services companies, between suppliers and their customers, and between producers and their distribution channel partners.
On both sides of the power balance, there are challenges to be overcome in order to ensure a successfully relationship that delivers business benefits for all parties. The key questions of common objectives, shared benefits and agreed upon metrics are crucial for the long term sustainability of supply chain business relationships.
These long term relationships can deepen and broaden over time and become strategically significant for one or both of the partners. It is imperative to take care of these relationships, to monitor how they are continuing to provide business benefits for the partners and to ensure that they do not become stale and stultified.
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