STORIES
As a result of our work with a large number of organisations we have developed some apocryphal stories that bring to life real situations that we have encountered. Each highlights a different facet of relationship operations that can go wrong if proper management is missing. We hope that they will bring a smile but also get the reader thinking.
1. Be Careful What You Wish For
Supply chain outsourcing by Xmas Global resulted in supplier chaos and increased costs of problem resolution.
2. What Devious Webs We Weave
Organisations seem to have a tendency to want to manipulate their supply chains to their advantage. In the process they ignore the dynamics of the relationship matrix and inevitably there is ‘push-back’ which results in unforeseen and often unwanted outcomes.
3. Control Freaks
Working collaboratively with partners brings stability of supply, innovation, trust and the benefit of real cost reductions. However, paranoid behaviour strategies to over-control suppliers are costly to operate and are likely to backfire on the customer.
4. The Vintage Winery - Pressed from all sides
This is the realisation that without co-operation across the supply chain difficult market problems will be unresolved.
5. The Party Culture – Are you having a good time?
Sales people and customers: when the ‘boot is on the other foot’.
6. Forecasting or Fortune-telling
If you get your forecasting wrong it can cost your alliance money.
7. No Crumb of Comfort for Biscuit Retailer
It is difficult to iron out problems if there isn’t a single point of relationship contact in the other company.
8. A Slick Operation, Why isn’t it Delivering The Benefits
Even though you may use every available efficiency technique, unless you have a comprehensive system of relationship management in place you will still fall short.
9. Friendship Under Pressure
Salesmen out of control and a desperate need for enterprise relationship management!
10. Breaking-up is Hard to Do
Is divorce inevitable? A relationship in trouble. ‘Marriage guidance’ is the answer.
11. Killing and Stealing
In the end adversarial market practices reduce value for all concerned.
12. Construction Partners in the Trenches
Without Relationship Managers much time and value are wasted on fire-fighting.
13. IT Outsourcing Woes
Many outsourcing relationship do not fully deliver to their potential because rather than positively manage them, the customer lobs the problem over the wall and hopes for the best.
14. Fire in the Hold
Even within an organisation interdepartmental relationship management is essential.
15. Facilities Management Gone Wrong
It is vitally important to work closely with your Facilities Management partner to negotiate the detail of what is required and how it is delivered.
16. Crexit
Every business relationship will inevitably come to an end for one reason or another. Exit Planning is a key part of relationship management in particular, it will ensure a litigation-free termination.