Buyers ignoring 'Holy Grail' of relationships

4 September 2002
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05 September 2002

Supplier relationship management (SRM) is being ignored by most purchasers, according to the interim findings of a major international online survey.

Strategies for Purchasing Transformation 2002-2005, by the International Institute of Purchasing at the Bordeaux School of Management, has found that organisations lack sufficient resources and policies for SRM.

This a "real blind spot", notes the report, because "it typecasts purchasing as interested only in cost savings rather than capturing the full potential from the supply chains".

Jon Hughes, senior partner at the Windsor Foundation for Business Development and visiting professor at the Bordeaux Business School, said: "SRM is the Holy Grail of purchasing, but no-one is doing it.

"Very few organisations are looking strategic suppliers in the eye and asking 'How can we get more value out of you?'".

The survey aims to find out what purchasing will look like by 2005. Final results will be completed in December. It is available at


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