Its easy to say you should reach out to your suppliers and collaborate to drive innovation, improve quality, etc.  However, if the relationship started by you bidding them aggressively, selecting them for being the lowest cost provider and then negotiating out clauses, why would the supplier really help you innovate?  And what are the odds that that supplier is even interested or capable of collaborating?  Building trust is key.  So is selecting the right supplier in the first place.  And that starts during the sourcing process.  But this requires a change in attitude in most companies.


  • How do you create the win-win scenario?
  • How do you do so while still meeting cost objectives?
  • What discovery practices help find the right suppliers?


Share your thoughts here, or join Maersk, Schindler and other companies at Ariba LIVE in Barcelona as they discuss "Driving Buyer-Seller Collaboration through eSourcing"