Archive for TLY01

Do Your Business Relationships Suffer from Strategic Drift?

Even the seemingly most well-crafted contracts and business relationships can suffer from a common but dangerous ailment that I call Strategic Drift. Strategic drift occurs when buyers and suppliers don’t work to maintain their relationship, or put in the work needed to keep abreast and update their strategic priorities as business happens. I’ve witnessed Strategic […]

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Develop a Shared Vision Statement with Your 3PL

As highlighted in a November 2012 HBR blog post, the Israeli company Netafim captured almost one-third of the “seemingly commoditized” micro-irrigation equipment market by changing its business model to better address the needs and constraints of its customers. According to the authors, “Netafim went so far as to change [its] mission statement from ‘making the best […]

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Time for a New RFP

As you all know the dreaded RFP—or Request for Proposals—is a source of tension, angst and for many of us, a lot of grunt work. Plus, the work that goes into an RFP is often a matter of business survival: losing out on an RFP bid process can leave a business with that sinking feeling. […]

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Perverse Incentives in Outsourcing Agreements

In Vested Outsourcing, Kate Vitasek and co-authors Mike Ledyard and Karl Manrodt outline the ten ailments of traditional outsource relationships. Number three on the list is the Activity Trap, which they describe as follows: Traditionally, companies that purchase outsourced services use a transaction-based model. Under that model, the service provider is paid for every transaction […]

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Your 3PL as Supply Chain Risk Management Partner?

As I discussed last Friday, Accenture published a report recently on supply chain risk management. Seventy-six percent of the companies that participated in the study described supply chain risk management as important or very important, and “of the more than 1000 companies represented across 10 industries, 25 percent plan increased investments of at least 20 […]

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Are You Dumbsourcing?

One of the things I love about interviewing supply chain professionals on Talking Logistics is that they often raise interesting questions and ideas. Last year, for example, Tony Martins (previously the VP of Strategic Services at Halo Pharmaceutical) presented me with this gem: Are you working in a Company of Yesterday or a Company of […]

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