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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| Main Authors: | , , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Sarasota, Fla.
Supply Chain Management Inst.
2010
|
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Summary: | 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 |
| Item Description: | 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 |
| Physical Description: | XVI, 256 S. Ill. 26 cm |
| ISBN: | 9780975994948 0975994948 |
Staff View
MARC
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| 100 | 1 | |a Lambert, Douglas M. |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Building high performance business relationships |c Douglas M. Lambert ; A. Michael Knemeyer ; John T. Gardner |
| 264 | 1 | |a Sarasota, Fla. |b Supply Chain Management Inst. |c 2010 | |
| 300 | |a XVI, 256 S. |b Ill. |c 26 cm | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 500 | |a Includes bibliographical references and index | ||
| 500 | |a 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 | ||
| 520 | |a 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 | ||
| 650 | 4 | |a Business logistics | |
| 650 | 0 | 7 | |a Unternehmenskooperation |0 (DE-588)4078604-3 |2 gnd |9 rswk-swf |
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| 700 | 1 | |a Knemeyer, A. Michael |e Verfasser |4 aut | |
| 700 | 1 | |a Gardner, John T. |d 1948- |e Verfasser |0 (DE-588)14029242X |4 aut | |
| 856 | 4 | 2 | |m Digitalisierung UB Bamberg |q application/pdf |u 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 |3 Inhaltsverzeichnis |
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Record in the Search Index
| _version_ | 1804143138467479552 |
|---|---|
| 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
|
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| id | DE-604.BV036561799 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T22:42:54Z |
| institution | BVB |
| isbn | 9780975994948 0975994948 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-020483113 |
| oclc_num | 705662642 |
| open_access_boolean | |
| owner | DE-473 DE-BY-UBG |
| owner_facet | DE-473 DE-BY-UBG |
| physical | XVI, 256 S. Ill. 26 cm |
| publishDate | 2010 |
| publishDateSearch | 2010 |
| publishDateSort | 2010 |
| publisher | Supply Chain Management Inst. |
| record_format | marc |
| 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 |
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