New PSL chief seeks wider scope for partnering model

3 October 2001
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04 October 2001 | Robin Parker

The partnership philosophy needs to be extended beyond procurement on an international basis, according to the new director-general of Partnership Sourcing Limited (PSL).

Les Pyle, former director of joint operations at international technology company Fujitsu, said this would be his focus at the non-profit consultancy, set up in 1990 by the CBI and the Department of Trade and Industry. "I want to look at partnering from a customer-based perspective and in market alliances," he said.

Pyle said he intended to promote partnering on a global scale. "Understanding how to partner with an organisation with cultural differences is challenging," he said. "PSL has focused on the UK, but we must understand partnering exists in an international climate."

Pyle, whose appointment is officially announced today, said partnering has become widely understood and accepted in supply relationships, and that it has become crucial as business weighs up the cost of the recent attacks on the US.

"We will see more decision-making based entirely on price rather than the broader issues of cost and long-term competitive advantage, because of the sheer pressure people are under," he predicted.

"But when times are really tough, if you can really work together well you will be able to drive down cost more effectively than individually."

Pyle said he expected greater involvement with the public sector. PSL recently produced guidelines for the Office of Government Commerce to advise government departments on forming meaningful links with their suppliers.

• PSL will publish an updated version of its partnering study, Vision 2010, at its annual lecture on 30 October. For more information, visit


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