FAHAD HERMAWAN WIDODO / 421733

Brand
T1 Brand
Manufacturer
The Profit to be made in adding Manufacturer
value B is the subject of competition
between the two parties in the T2
T1 T2 T1 T2
relationship T1

Product C T2
manufacturer T2 T2 T3 T3
T2 T2 T2
T2
Components T3 T3
manufacturer
A
B
Before After
The development of supplier assessment over three decades reveals a worrying
A = Value added by the Supplier assumption on the part of supply strategists that Gordon Selfridge’s famous
B = Value added in the relationship aphorism ‘The customer is always right’ is a truism rather than the retailing sales
C = Value ad by the Customer tactic that it really is.

Customer Dimension Supplier Dimension

Competitive Competitive
pressures Resources pressures
Power Resources
committed
Issues committed
Competitive Competitive
priorities Closeness priorities
Older size Older size
and type Dependency
issues and type
Internal Internal
relationship Problem relationship
Contract Contract
Solving
frequency frequency
and type Benefits and type
Purchasing Purchasing
abilities Enablers Depth abilities
Enablers
Two Way Vertical Development
Influencers Influencers (Customer and Supplier)
The Relationship Assessment Process