Relationship Management

As the world becomes increasingly more competitive, firms are seeking more innovative ways to create value and improve their levels of efficiency and effectiveness.

Information about Relationship Management

The Chartered Institute of Procurement and Supply (CIPS) commissioned Professor Paul Cousins at Manchester Business School to produce a white paper to discuss theories, concepts and applications of inter firm relationship management. The paper has two key purposes:

1. It aims to provide an overview of the development of scholarly thinking on relationship management over the last twenty years;

2. It provides some practical frameworks to help firms think about how they might position, measure and manage their existing and new business relationships.

This document summarises the key messages and models in this paper, along with the implications for managers and CIPS’ position regarding relationship management.

Return to SRM and SC Management topic.

Related concepts

Supplier Relationship Management (SRM)

Frequent interactions and close relationships with suppliers can have a positive effect on the exchange and flow of information and knowledge, and thus can improve...

Find out more

Supply Chain Management and Networks

This CIPS paper aims to provide an awareness and level of understanding to the reader on the subject of supply chain management and networks.

Find out more

Common Vision

When embarking on partnering or supplier development programmes, purchasers align themselves with suppliers and their business practices and values.

Find out more