Arbitrary demands to reduce prices will only produce momentary savings in the short run and create distrust and suspicion in future dealings. Instead, cost-down targets should be established and measured for accomplishment. Just as in personal life, supplier relationships must be actively managed. Too often, organizations get into trouble only because they have stopped working the relationship after they sourced their requirements. True supply chain management is a constant management technique that works as well in good times as in difficult ones.
Relationships can only succeed when there is a spirit of mutual trust and respect.
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