One supplier commented in an interview about a customer where the relationship was strained so that “they keep us in the dark, and then expect us to magically be able to respond to some last-minute need with respect to a new product launch or some change in their product’s technology.” This supplier went on to say that most of the times where they’ve disappointed this customer could have been avoided had they been given advance information with a reasonable leadtime.
To avoid adversarial relationships, look carefully at the information flow between the companies involved. Make sure not only that the necessary information is being provided, but also that it’s being done in a timely manner.
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