Verfügbarkeit: Building high performance business relationships

Building high performance business relationships:

How can managers determine which types of partnerships will provide the best pay-offs? This book presents a partnership model which provides a structured and repeatable process to effectively and efficiently build and maintain tailored business relationships that may become an asset for executives l...

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Hauptverfasser:	Lambert, Douglas M. (VerfasserIn), Knemeyer, A. Michael (VerfasserIn), Gardner, John T. 1948- (VerfasserIn)
Format:	Buch
Sprache:	English
Veröffentlicht:	Sarasota, Fla. Supply Chain Management Inst. 2010
Schlagworte:	Business logistics Unternehmenskooperation
Online-Zugang:	Inhaltsverzeichnis
Zusammenfassung:	How can managers determine which types of partnerships will provide the best pay-offs? This book presents a partnership model which provides a structured and repeatable process to effectively and efficiently build and maintain tailored business relationships that may become an asset for executives looking for competitive advantage
Beschreibung:	Includes bibliographical references and index 1. Partnerships and corporate sucess -- 2. Identifying potential partners -- 3. The partnership model -- 4. How to use the partnership model -- 5. Sustaining the relationship and measuring performance -- 6. Postscript : a framework for collaboration -- Tools and resources
Beschreibung:	XVI, 256 S. Ill. 26 cm
ISBN:	9780975994948 0975994948

Internformat

MARC


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Datensatz im Suchindex

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adam_text	Contents I. Partnerships and Corporate Success Overview ...................................................................................................................1 Why is Partnership Important? ...................................................................................1 What is a Partnership? ................................................................................................3 Why Partner? ...............................................................................................................6 Importance of a Tool ..................................................................................................7 Overview of the Partnership Model ...........................................................................8 Drivers .....................................................................................................................9 Facilitators ...............................................................................................................9 Components ............................................................................................................9 Outcomes ................................................................................................................9 The Partnership Building Meeting .............................................................................10 When to Use the Partnership Model .........................................................................10 Establishing a New Partnership with a Customer or Supplier ................................10 Assessing an Existing Relationship .........................................................................10 Resolving Conflicts in a Relationship .....................................................................11 Creating a Common Partnership Vision .................................................................11 Conclusions ..............................................................................................................12 2. Identifying Potential Partners Overview .................................................................................................................13 Introduction ..............................................................................................................13 Customer Relationship Management .........................................................................13 Supplier Relationship Management ..........................................................................15 Customer Relationship Management and Supplier Relationship Management Form the Critical Business-to-Business Linkages ................................................... Њ Segmenting Customers and Identifying Candidates for Partnership ..........................17 Segmenting Suppliers and Identifying Candidates for Partnership ............................21 Conclusions ..............................................................................................................26 3. The Partnership Model Overview ......................................................................................,..........................27 Introduction ..............................................................................................................27 The Partnership Model .............................................................................................29 Drivers ..................................................................................................................29 Assel/Cost Efficiencies .......................................................................................30 Customer Service ..............................................................................................30 Marketing Advantage ........................................................................................30 Profit Stability/Growth .............................................-.........................................30 Contents xiii Assessing Drivers ..................................................................................................31 The Primary Facilitators ........................................................................................31 Corporate Compatibility ....................................................................................31 Managerial Philosophy and Techniques ............................................................33 Mutuality ..........................................................................................................33 Symmetry ..........................................................................................................33 Additional Facilitators ...........................................................................................33 Shared Competitors ............................................................................................34 Close Proximity ..................................................................................................34 Exclusivity ..........................................................................................................34 Prior History .......................................................................................................34 Shared End User ................................................................................................34 Assessing Facilitators .............................................................................................34 Partnership Types ...................................................................................................36 Components ..........................................................................................................36 Planning .............................................................................................................37 joint Operating Controls ....................................................................................37 Communications ................................................................................................37 Risk/Reward Sharing ..........................................................................................37 Trust and Commitment .......................................................................................37 Contract Style .....................................................................................................37 Scope .................................................................................................................38 Financial Investment ..........................................................................................38 Levels of Components ...........................................................................................38 implementing the Components ..............................................................................38 Outcomes ..............................................................................................................40 Validation of the Model .............................................................................................40 Conclusions ..............................................................................................................42 4. How to us« the Partnership Model Overview .................................................................................................................43 Introtktction ..............................................................................................................43 Preparai ion юг Meeting ............................................................................................44 The Partnership Meeting ..........................................................................................45 Snfmdutiion and Expectation Setting Session .......................................................45 Drivers Session .....................................................................................................46 Facilitators Session ................................................................................................49 Targeting Session ..................................................................................................51 Components Session. .............................................................................................53 Wrap-up Session ....................................................................................................57 Gmt kisions ..............................................................................................................59 AjKjrtiđiv Partnership Meeting Report.... ..................................................................60 S. Sustaining lhe Relationship and Measuring Perfrontance f Kervie.w .................................................................................................................65 P.irfner-.hif> Development and Maintenance Framework ..........................................65 Re%¡ev. of Partnership Development ....... , ............................................................66 Establish Management Routines to Support the Partnership .................................69 implement Partnership Plan ..................................................................................69 Step ! : Assess Performance ................................................................................70 Step 2: dap Analysis ..........................................................................................70 Step 3: Implement Improvements .......................................................................71 Step 4: Validate Results ......................................................................................71 Reexamination of a Partnership ................................................................................72 Team Membership ................................................................................................72 Drivers ...................................................................................................................73 Environment ..........................................................................................................73 Partnership Maintenance in Practice ........................................................................73 The Coca-Cola Company ......................................................................................73 Colgate-Palmolive Company .................................................................................75 Wendy s International ............................................................................................76 Conclusions ..............................................................................................................76 6. Postscript: A Framework for Collaboration Overview .................................................................................................................77 Introduction ..............................................................................................................77 A Framework for Collaboration ................................................................................78 The Collaboration Meeting .......................................................................................78 Preparation for Meeting ........................................................................................79 Introduction and Expectation Setting Session .......................................................80 Drivers Assessment Session ..................................................................................80 Asset/Cost Efficiencies .......................................................................................80 Customer Service ..............................................................................................80 Marketing Advantages .......................................................................................80 Profit Stability/Growth .......................................................................................80 Align Expectations Session ...................................................................................84 Develop Action Plan Session ................................................................................84 Develop Product and Service Agreement .............................................................85 Review Performance .............................................................................................85 Periodically Reexamine Drivers .............................................................................85 Implementing the Collaboration Framework .............................................................85 An Example of a Collaboration Meeting Using the Framework .................................87 Conclusions ..............................................................................................................88 Tools and Resources ................................................................................................ m Appendix A: Partnership Model Toolkit ...........................................................................90 • Partnership Meeting Pre-read: We re in This Together - Harvard Business Review ........................................41 • Two-page Executive Summary .............................................................................101 • Sample invitation E-mail ..................................................................................... ЛОз • Sample Agenda .................................................................................................... ¡()4 • Partnership Meeting Overview Presentation ..................,..................................... 10b • Drivers Session .................................-................................................................. ΠΪ • Drivers Review Session ......................................................................................... It? • Facilitators Session ............................................................................................... і ~П • Targeting Session .........................-........................·.......................■.....................180 • Management Components Session ......................................................................183 • Developing Action Plan .......................................................................................190 • Sustaining the Relationship .................................................................................. 194 Conttnb v Appendix В: Collaboration Framework Toolkit ...............................................................199 • Collaboration Meeting Pre-read: A Framework for Collaboration ....................................................................200 • Two-page Executive Summary .............................................................................210 • Sample Invitation E-mail ......................................................................................212 • Sample Agenda ....................................................................................................213 • Collaboration Meeting Overview Presentation ....................................................214 • Drivers Assessment Session .................................................................................227 • Align Expectations Session ...................................................................................239 • Action Plan Session .............................................................................................241 • Sustaining the Relationship ..................................................................................245 Author Index ..............................................................................................................251 Company Index .........................................................................................................253 Subject Index .............................................................................................................255 Csnh-nti
any_adam_object	1
author	Lambert, Douglas M. Knemeyer, A. Michael Gardner, John T. 1948-
author_GND	(DE-588)14029242X
author_facet	Lambert, Douglas M. Knemeyer, A. Michael Gardner, John T. 1948-
author_role	aut aut aut
author_sort	Lambert, Douglas M.
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building	Verbundindex
bvnumber	BV036561799
classification_rvk	QP 450
ctrlnum	(OCoLC)705662642 (DE-599)BVBBV036561799
discipline	Wirtschaftswissenschaften
format	Book
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institution	BVB
isbn	9780975994948 0975994948
language	English
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spelling	Lambert, Douglas M. Verfasser aut Building high performance business relationships Douglas M. Lambert ; A. Michael Knemeyer ; John T. Gardner Sarasota, Fla. Supply Chain Management Inst. 2010 XVI, 256 S. Ill. 26 cm txt rdacontent n rdamedia nc rdacarrier Includes bibliographical references and index 1. Partnerships and corporate sucess -- 2. Identifying potential partners -- 3. The partnership model -- 4. How to use the partnership model -- 5. Sustaining the relationship and measuring performance -- 6. Postscript : a framework for collaboration -- Tools and resources How can managers determine which types of partnerships will provide the best pay-offs? This book presents a partnership model which provides a structured and repeatable process to effectively and efficiently build and maintain tailored business relationships that may become an asset for executives looking for competitive advantage Business logistics Unternehmenskooperation (DE-588)4078604-3 gnd rswk-swf Unternehmenskooperation (DE-588)4078604-3 s DE-604 Knemeyer, A. Michael Verfasser aut Gardner, John T. 1948- Verfasser (DE-588)14029242X aut Digitalisierung UB Bamberg application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=020483113&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis
spellingShingle	Lambert, Douglas M. Knemeyer, A. Michael Gardner, John T. 1948- Building high performance business relationships Business logistics Unternehmenskooperation (DE-588)4078604-3 gnd
subject_GND	(DE-588)4078604-3
title	Building high performance business relationships
title_auth	Building high performance business relationships
title_exact_search	Building high performance business relationships
title_full	Building high performance business relationships Douglas M. Lambert ; A. Michael Knemeyer ; John T. Gardner
title_fullStr	Building high performance business relationships Douglas M. Lambert ; A. Michael Knemeyer ; John T. Gardner
title_full_unstemmed	Building high performance business relationships Douglas M. Lambert ; A. Michael Knemeyer ; John T. Gardner
title_short	Building high performance business relationships
title_sort	building high performance business relationships
topic	Business logistics Unternehmenskooperation (DE-588)4078604-3 gnd
topic_facet	Business logistics Unternehmenskooperation
url	http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=020483113&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA
work_keys_str_mv	AT lambertdouglasm buildinghighperformancebusinessrelationships AT knemeyeramichael buildinghighperformancebusinessrelationships AT gardnerjohnt buildinghighperformancebusinessrelationships

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