Title Supplier Relationship Management, 2/e
Subtitle Unlocking the Hidden Value in Your Supply Base
Author Jonathan O’Brien
ISBN 9780749480134
List price GBP 49.99
Price outside India Available on Request
Original price
Binding Paperback
No of pages 464
Book size 152 X 235 mm
Publishing year 2018
Original publisher Kogan Page Limited
Published in India by .
Exclusive distributors Viva Books Private Limited
Sales territory India, Sri Lanka, Bangladesh, Pakistan, Nepal, .
Status New Arrival
About the book Send Enquiry

“As businesses grow, it can sometimes be hard to differentiate between key strategic partners and lower-tier suppliers, and to maximize the value of each relationship. This guide helps readers build a supplier management strategy that helps drive improvements and reduce risks. It also delves into the potential of supplier networks to foster innovation, process improvement, and growth.”

­­—Inbound Logistics


“A truly definitive guide to SRM and a practical handbook for those doing it! This book demonstrates the value of working with key suppliers and why there is no such thing as a one-size-fits-all approach. The analogy of SRM as an orchestra with many sections runs through the entire book and helps make sense of a complex and often misunderstood topic and provides a framework for organisations to implement it. This book provides a comprehensive exposition of each aspect of SRM (or orchestra section), including enabling supplier driven innovation at scale - the next frontier for the progressive procurement organization. Everything you need to know about SRM in one book.”

—Philip Ideson, Managing Director, Palambridge


“Suppliers play a vital role in the success of almost every organisation - not every executive realises this, but it is indisputably true. O’Brien’s excellent book, full of useful ideas and clear thinking about SRM, will help any reader and their organisation to manage those suppliers better in delivering more value and performance. This second edition adds more insight (such as the 7 facets of SRM) to what was already extensive, well-structured and intelligent coverage of the topic.”

—Peter Smith, Managing Editor, Spend Matters Europe


“A refreshing new perspective on this important topic that clearly sets out all the components of SRM together with a rich toolkit and practical steps to make it happen. Crucially, this book places collaboration and working together at its core. It recognises the fact that successful SRM is an ‘organisation-wide’ concern and provides a range of approaches to make this a reality. This book makes sense of supplier segmentation and how to use a variety of supplier management approaches including how to collaborate and work together with strategic suppliers to create new shared benefit. A definitive guide to SRM and how to really make it happen.”

—Mark Perera, CEO & Founder Vizibl & Founder Procurement Leaders


Supplier Relationship Management enables organizations to secure vast value from their supply base by determining the suppliers that are important or hold potential and, based upon what makes them important or even strategic, putting in place interventions unique to each supplier to unlock real tangible benefits. This second edition delivers a framework of resources for anyone who manages or interfaces with important suppliers, for contract management, to understand and manage the supply chain or to establish joint, collaborative relationships with the critical few strategic suppliers who can help bring new competitive advantage. A proven approach for supply base segmentation is included, together with tools and approaches for supplier performance measurement and driving improvements.

Written by an award-winning author and leading practitioner in the field, the fully revised second edition of Supplier Relationship Management clarifies links between procurement and supply chain management, and explains how ‘The Orchestra of SRM®’ approach helps design a highly effective SRM program that will give the greatest return for our efforts. “This book is an ideal companion to Category Management in Purchasing and Negotiation for Procurement Professionals, also published by Kogan Page. Used together, these books provide a complete and powerful strategic purchasing toolkit.”


About the author




Chapter 1: What we need from our supply base is... • A changing landscape • How organizations are responding • What we need from our supply base – protective, productive and progressive benefits

Chapter 2: Five good reasons to get close to our suppliers • Setting the direction for SRM • VIPER: defining the value we need from suppliers

Chapter 3: Introducing the orchestra of SRM • Defining SRM • An organization-wide philosophy • The seven facets of SRM • Introducing ‘the orchestra’ of SRM

Chapter 4: Segmenting the supply base • Which suppliers should we spend time on? • Drivers for effective segmentation • Segmentation criteria • The segmentation process • Prioritization – determining intervention and the right relationship

Chapter 5: Supplier performance measurement • Why measure? • Introducing SPM • Common performance measurement approaches

Chapter 6: Building a supplier performance measurement system • The SPM system • Step 1: Determine the SPM aim • Step 2: Supplier-specific requirements and targets • Step 3: Determine KPIs • Step 4: Measurement system design • Step 5: SPM outputs

Chapter 7: Acting upon measurement • How much improvement? • Gauging the supplier’s appetite for improvement • Making them want to... • Learning from common improvement methodologies

Chapter 8: Supplier improvement and development • Introducing ‘STPDR’ • Step 1: Study the situation • Step 2: Target for improvement • Step 3: Plan • Step 4: Do • Step 5: Review • Making it work • Supplier development

Chapter 9: Supplier management • A core activity • Managing for results • Supplier risk management • Supplier reviews

Chapter 10: Contract management • Introducing contract management • Contract planning • Contract management • Exiting a contract

Chapter 11: Relationship management • The right relationship • Staying in control of the relationship • Bribes, lunches and chai pani • Conflict and dispute

Chapter 12: Supply chain management • Introducing supply chain management • The supply and value chain network • The five pillars of SCM • Supply and value chain network mapping • Optimizing supply and value chain networks

Chapter 13: Strategic collaborative relationships • Introducing strategic collaborative relationships • Building strategic collaborative relationships • The ‘5A’ SCR process • International standards for SCRs – ISO44001/BS11000

Chapter 14: Innovation from suppliers • ‘Let’s go get innovation from those suppliers!’ • FIFI can help find innovation • Networking: a key enabler for innovation

Chapter 15: The orchestra of SRM is ready to play • 5P governance • Governance: people • Governance: proficiency • Governance: promote • Governance: pay-off • Governance: programme • Where SRM sits in the organization • What the future holds • The orchestra of SRM is ready to play




About the Author:

Jonathan O’Brien is the CEO of Positive Purchasing Ltd, the international procurement and negotiation consultancy and training provider. With over 27 years of experience working in purchasing, he has worked all over the world to help global organizations increase their purchasing capability through training, education and working directly with practitioners and executive teams to drive in the adoption of category management and other strategic purchasing methodologies. He is also author of Category Management in Purchasing, now in its third edition, The Buyer’s Toolkit and his award-winning title Negotiation for Procurement Professionals, all published by Kogan Page.

Target Audience:

People interested in supplier segmentation and how to use a variety of supplier management approaches including how to collaborate and work together with strategic suppliers to create new shared benefit.

Special prices are applicable to the authorised sales territory only.
Prices are subject to change without prior notice.