Supply Chain View from the Field

Category Archives: Customer Relationship Management

1. ThyssenKrupp: The Amazon of Material Services

   October 17, 2012
   by: handfield
   categories: Customer Relationship Management, Global Distribution, Global Supply Chain, Logistics, Supply Chain Management, Supply Chain Strategy

   ThyssenKrupp is one of the big steel producers in Europe, and is getting ready to move to a completely different supply chain model.  The company competes in a number of areas, including steel, in Europe, steel in Americase,, Materials Services, Inoxum, Elevator Technology, Plant Technology, Components Technology, and Marine Systems.  The Chairman of the Board, Dr. [...]

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2. The Father of Collaborative Relationship Management Passes Away

   September 25, 2012
   by: handfield
   categories: Contract Management, Customer Relationship Management, Supply Chain Management, Supply Chain Risk

   Unless you happened to be reading the NY Times obituary columns this week, you wouldn’t have noticed that one of the great supply chain innovators of the 20th century, Gerard I. Nierenberg, passed away this week.  Nierenberg, a lawyer whose frustration with the adversarial nature of legal disputes led him to develop methods of negotiating [...]

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3. Socialization: An Important Dimension of Supply Chain Relationships

   May 8, 2012
   by: handfield
   categories: Business Process Outsourcing, China Supply Chain, Customer Relationship Management, Strategic Sourcing, Supplier Relationship Management, Supply Chain Strategy

   The ability to capture value from your business relationships is increasingly seen as critical differentiator in firm success (Cousins et al., 2006). Much of the strategic purchasing literature addresses the role of spend analysis, supplier selection, leveraging, negotiation, and contract management – yet there is a critical element of strategic supply management that occurs after [...]

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4. P&G slashes marketers in lieu of free social media

   February 1, 2012
   by: handfield
   categories: Business Process Outsourcing, Customer Relationship Management, Supply chain analytics, Supply Chain Management, Supply Chain Talent, Supply Market Intelligence

   A recent article in business insider portends bad news for marketing folks.  Procter and Gamble’s prodigious CEO, Robert McDonald, announced that he is going to lay off 1600 marketing people in order to “moderate” his ad budget because Facebook and Google can be “more efficient” than the traditional media that usually eats the lion’s share [...]

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5. Are you really a customer’s of choice?

   January 15, 2012
   by: handfield
   categories: Category Management, Contract Management, Customer Relationship Management, Supplier Relationship Management, Supply chain analytics, Supply Chain Management, Supply chain Relationships, Supply Market Intelligence

   Within the context of the current financial crisis, the importance of sustaining critical supply chain relationships has received more attention than ever. Despite the return to a “buyer’s market” in some sectors, the need to build and sustain supplier relationships is not obviated. Indeed, in an environment of heightened supply chain financial risks, supplier performance [...]

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