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During this year, of all years, the strength of partnerships between fleets and their suppliers has been tested like never before. The need for flexibility, whether postponing orders, extending contracts or rapidly upscaling deliveries to meet urgent demand at a time of disrupted supply, has tested relationships to the maximum. Moreover, the fact that communication during these high pressure months has largely been virtual rather than face-to-face has added even more strain to the links that bond provider to client.
If traditional purchasing was driven by a focus on cutting costs and boosting short-term profits, today’s strategic procurement is shifting the emphasis from transaction to relationship, concentrating instead on securing longer term value.