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How to Build High Value Relationships Under Theory Z

As we enter into commercial relationships with our trading partners, we tend to spend much more time working on the pre-nuptial agreement and less time on establishing the kind of relationship that will lead to a successful marriage. Prior to executing a contract, NO Value has been exchanged and we would argue that the process used to get to the contract has actually destroyed value because behaviors displayed during the pre-nuptial phase (usually adversarial) will set the tone for the relationship long-term.

If we believe that our commercial relationships – whether we are on the buy side or sell side are CRITICAL to our success then our approach to Building relationships must change. Establishing strong relationships from the start can be a competitive differentiator for your company and should be THE primary role of the contracting professional. We should be striving to be either a “Customer of Choice” (buy-side) or a “Supplier of Choice” (sell-side) because there is significant inherent value in building that kind of relationship.

Those designations can result in getting the best resources, tapping into innovation, help in entering markets, etc. which can create additional value for our organizations. In Part II of this two part series, Anne will explore a unique approach on how to Build (not manage) sustainable relationships with your trading partners. This is a session you won’t want to miss. In addition, if you are interested in joining a small working group to address these issues, that opportunity will be available to you.
Why attend?
  • Explore a unique approach on how to Build (not manage) sustainable relationships with your trading partners

  • Get the best resources, tap into innovation, enter new markets, etc. which can create additional value for our organizations

  • Get the opportunity to join a small working group to address the issues covered in this event

Speakers
speaker
Anne Kohler, EVP and COO at Mpower
As one of the Founding Partners and Executive Vice President and COO of The Mpower Group, Anne has been leading consulting and financial management organizations for over 30 years. Anne is responsible for overseeing all client engagements and all operations of the firm. Anne has a passion for collaborating and educating her clients while helping them to uncover hidden value in their organizations. She has extensive expertise in Strategic Sourcing, change management, contracting & contract management (both the buy side and sell side) organizational design and supply chain management. In addition, Anne has been named by Supply & Demand Chain Executive as a “Top 100 Provider Pro to Know” every year since 2007 and a 2013 Top Female Supply Chain executive.

Before founding TMG, Anne was the SVP of Strategic Sourcing and Initiatives for JPMorgan Chase (formerly Bank One). In this role, Anne led a team of over 100 professionals, internal and external staff in developing and executing supply strategies for the entire bank’s externally purchased goods and services. Over four years, this organization managed over $3 billion in annual spend and contributed in excess of $1.3 billion in savings.

Prior to heading the Sourcing organization, Anne led a major reengineering effort of the bank’s finance function. This two year effort streamlined the finance organization and core processes, and was founded on a successful implementation of SAP as a fully integrated financial systems solution. At that time, Anne also led complementary initiatives focusing on Insourcing / outsourcing, supplier management, eProcurement, and financial reengineering. Prior to her role in Strategic Sourcing Anne was a CFO in the retail bank. Anne started her career as an auditor for Ernst & Whinney.

Anne is a recognized thought leader, a frequent contributor to articles and a highly sought after speaker on the topics of Strategic Sourcing, Change Management, Organizational Transformation and Building Strong Trading Partner Relationships.

Anne is a CPA, CGMA and has an MBA in Finance from The University of Chicago.
speaker
Laura Newbery, Marketing Manager at IACCM

WEBINAR HAS ENDED

Organizer:

Kelly Barner owns, manages, and edits Buyers Meeting Point. She has a unique perspective on procurement from the numerous roles she has held during her 15 years in procurement. Kelly worked for Ahold USA (parent company of grocery chains Stop & Shop, Hannaford, Giant Landover, and more) on their not ...
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