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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.

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