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15 October 2008 · Article

The challenge of contract management in a supply-constrained environment

In today’s supply constrained environment, the power has swung to suppliers. A “customer of choice” relationship enables the customer to become the preferred sales channel for the supplier, which provides greater stability in periods of market volatility. This article explores different approaches and models organizations can consider to ensure continued value from their trading relationships.
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PROFESSOR ROBERT HANDFIELD North Carolina State University
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