At a recent IACCM roundtable, participants discussed the seemingly insoluble issue of maximising value from supply relationships. It was widely agreed that loyalty and collaboration are important characteristics, since they support more open communication and opportunity evaluation. Yet loyalty and collaboration depend on levels of long-term trust and integrity that are rarely achieved. The key issues - especially for buyers - are 'How do I stop suppliers taking advantage of me and how do I ensure I'm not overpaying or missing out on innovation?'
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