Commercial Relationships

The introduction of Lean Supply concepts and the development of the partnership approach have revolutionised the relationship between buyer and seller. Commercial Relationships critically appraises the non-adversarial approach, the objectives of which are the joint maximisation of profits. It shows how inter- and intra-company relationships can be used to develop competitive advantage.
This comprehensive text also covers the history of commercial relationships, supplier base integration, supplier development and the management of the supply chain, bringing the diverse body of knowledge on this subject completely up to date.
The book covers the syllabus for the Chartered Institute of Purchasing and Supply option in this subject and will be useful for students. It will also be of use to practising managers interested in the development of good commercial relationships.

Mark Moore is a senior consultant with Achilles Management Consulting, a division of Achilles Information.