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15 June 2013 · Article

If relationship management is so easy, why do so many relationships fail to deliver?

Recognise that sinking feeling? You've spent months selecting a strategic partner. Then came long nights, weekends negotiating the strategic agreements. Much talk of 'win-win', 'synergy', 'partnership'. Executive teams getting excited about generating huge stakeholder value. Photographs taken of contract signing, champagne opened, speeches made.  But too much time passes, raising your fears. Has yet another relationship management effort failed to deliver? If so, what went wrong and what happens next?\r
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IACCM's Vice President of Development and Training for Europe and Africa, Paul Mallory, unpacks what might be hiding behind the problem and how to prevent relationship failure.  He reviews benefits of IACCM's Supplier Relationship Management (SRM) learning programs.


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