In this article, the authors present a tested process to transform traditional customer / supplier relationships are excellent together. It starts with the driver management, not the results, the business relationship. Instead of the classical approach, and reduce the cost of procurement of military talks, the company would be better to define a few key players - their so-called pair of aces - and then focus on the management of the network of interactions between them, referring to the perception of the problems and expectations of performance, all designed to make themselves more attractive partners to do business. Investing time in this process remains, and makes money in the end. Smart companies know that by working in this way, they can outperform the competition and unleash the power of two. "Hide
by Thomas E. Vollmann, Carlos Cordon Source: IESE-Insight Magazine 8 pages. Publication Date: September 15, 2009. Prod. #: IIR008-PDF-ENG
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