Choosing your battles wisely

Carlos Cordón and Thomas E. Vollmann

Chapter Chapter 5 in The Power of Two, 2008, pp 91-111 from Palgrave Macmillan

Abstract: Abstract Chapter 4 has a key message: You need to sell in the light of how your customers wish to buy, and not flog dead horses. You must expect that your customers will see procurement as a key source of profit improvement and develop the means to squeeze every possible drop of price reduction out of most suppliers. Being naïve as to their intentions, or believing in the “smoke” they generate, is not in your interest.

Keywords: Supply Chain; Cash Flow; Collaborative Relationship; Product Division; Supply Base (search for similar items in EconPapers)
Date: 2008
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-0-230-59496-8_6

Ordering information: This item can be ordered from
http://www.palgrave.com/9780230594968

DOI: 10.1057/9780230594968_6

Access Statistics for this chapter

More chapters in Palgrave Macmillan Books from Palgrave Macmillan
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().