Relationship Development - Case Studies
Top 5 Contractor and major supplier of plant services
The Client and Supplier had over the previous three years accumulated a set of serious issues that were preventing either side being objective. The perceptions that had built up were getting in the way and blocking effective communication. The senior executives were at loggerheads and the prognosis looked bad. We facilitated a set of high level meetings to agree a scope, reviewed the business issues objectively and provided confidential feedback reports to both parties. The reports provided some difficult reading and gave each party pause for thought. Three workshops were held with account teams from the Buyer and the Seller, which resulted in a clear statement of intent and agreed actions for each party to follow up on. The follow up workshops ensured that the agreement was upheld and eventually there was a thawing of the relationship and things were placed back onto a stronger footing allowing the senior executives involved to create a long term strategic plan which the account teams were able to adopt and work to.
"If we hadn't done this [the relationship development project] we would have terminated this agreement months ago and that would have cost us a lot of time and money. I didn't think it was possible but we are now working well together and it just goes to show that it can be done" Client Supply Chain Director
"The best money we've spent, this contract is worth millions and its gone from 'at risk' to 'development' in our business plan" Supplier Managing Director.
Well known services plc and strategic services supplier
The Group Procurement function were taking control over all suppliers with a spend of £1m per year or more which created opportunities and tension in equal measure. We worked with both parties, scoped out issues that needed to be resolved and identified development opportunities. We then facilitated a development workshop, which resulted in agreement to an action plan that gave equal focus to resolving issues and capitalising on opportunities with strong benefits to both parties.
"Having a third party involved helped us to get to the point quicker and in my view got us to a better result." Client Group Procurement Director.
"We were worried that the introduction of Procurement would result in a price focussed discussion. We were pleased that we could hold a well balanced review of all the issues and it proved to be very useful being able to look at both points of view". Supplier - Head of National Accounts.