Author Archives: Andrew

Are we harming Supply Chain Relationships by Jumping to Conclusions?

Many of us I’m sure have been involved in interviewing potential new employees and have been told that we should make sure we don’t jump to conclusions about their suitability in the first five minutes of the interview. I’m also … Continue reading

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Creative Destruction and Business Relationships

In previous blogs I have argued that better and more collaborative relationships with your business partners are a relatively untapped source of competitive advantage.  If this is the case, why would we need to consider bringing a close and collaborative … Continue reading

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Was Ford Australia making Dumb Decisions or were they just being too sophisticated?

There has been a lot of froth and bubble recently about the dumb decisions, particularly about model choice, that Ford management in Australia has made that has resulted in the decision to close manufacturing operations in 2016.  I recently saw … Continue reading

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Zen and the Art of Negotiation

It is always worth recalibrating yourself regarding your approach to negotiation on a regular basis.  Regular negotiation training is a useful way to do this but a simple period of introspection can deliver the same value.  This was brought home … Continue reading

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Goldilocks and the KPIs

Can we go too hard in measuring our service providers?  Performance measurement of service providers is a very fraught subject and challenges companies to find their ‘Goldilocks’ zone where performance measures fall neatly between too much measurement and not enough … Continue reading

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Justice and Supply Chain Relationships

Have you thought about Justice recently?  I don’t mean justice in terms of villains getting away with their crimes or the innocent being punished.  When it comes to supply chain relationships, justice is an important concept.  While justice has similarities … Continue reading

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Regaining Lost Trust

I’ve written a few times about the importance of trust in business relationships and also about what to do in the absence of trust.  It is worth now looking at what to do if trust is lost. Loss of trust … Continue reading

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Why Collaborating with Sub-1st tier Suppliers (and Customers) Makes Sense

Smart Supply Chain Managers know that it is important to monitor what is happening with their supply chain partners.  The big question is which partners should they monitor? It is tempting to use Vilfredo Pareto’s principle and focus on the … Continue reading

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Failure to Use Market Power is Waste: Welcome to the Dark Side

Having worked for an organisation where failure to use market power was considered as a form of waste, I have seen the dark side of business relationships and contracting.  This form of aggressive dealings with trading partners was described by … Continue reading

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Cost Savings Bias & Corporate Mental Accounting

Those of us that have been involved in corporate cost reduction programs will no doubt have been exposed to the bias and sometimes illogical nature of decisions made.  To understand the reasons behind these sometimes odd decisions we can look … Continue reading

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