Procurement's value contribution shouldn't stop once a contract starts. With organisations increasingly looking to their most strategic suppliers for innovation and competitive advantage, the way these relationships are managed and developed is critical. Spending a lot of money, by itself, isn't always enough to guarantee success. Drawing on global research among hundreds of customers and suppliers, this session will explore the concept of “customer of choice”, describe the main characteristics of dynamic collaborative relationships, and challenge procurement leaders to play an active role in driving the change agenda.
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