Latest / The Buyer's Side with Fexingo: Procurement, Sourcing, and B2B Purchasing Decisions
How One Buyer Moved Supplier Relationships From Transactional to Trust-Based
Episode 32 of The Buyer's Side digs into the messy, high-stakes shift from transactional supplier management to trust-based partnerships. Lucas and Luna examine a real case: a mid-size manufacturer that spent 18 months rebuilding its relationship with a sole-source component supplier after a contract dispute nearly shut down production. They break down the specific moves—joint forecasting, open-book costing, shared risk clauses—that turned a hostile dynamic into a collaborative one. Along the way, they discuss the psychological barriers that keep buyers locked in adversarial patterns…
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