Overview

"Until now, the relationship between a company and its customers or suppliers has consisted of arms-length haggling over the price of a part or a service. Today, reveals alliance expert Jordan D. Lewis, customers and suppliers are actually embracing each other--sharing data, design work, and even research and development. The result, Lewis finds, has been a dramatic improvement in each firm's costs, quality, cycle times, and customer satisfaction--without added expense. Building on his groundbreaking work, Partnerships for Profit, Lewis shows managers how to maximize the potential of these new customer-supplier alliances--described by the Wall Street Journal as a ""revolution""--by drawing upon his hands-on experience and research with best-practice firms worldwide such as Motorola, Chrysler, and Marks & Spencer. Although more and more firms now recognize the importance of customer-supplier alliances, few actually know how to make them work. Using interviews with employees ranging from top executives to purchasing and sales people, Lewis takes the reader inside these leading-edge companies and their top suppliers to show precisely how the ""connected"" corporation can double its competitive resources by forging customer-supplier relationships for greater financial strength, higher market share, more value, and increased operating flexibility. Lewis provides the tools managers need to structure and manage effective and successful alliances. He discusses all of the initial questions on how to get started--when to use alliances, how to choose the best partners, and how to set clear objectives targeted on high performance. Specific techniques are presented to foster joint creativity--from building interfirm teams to systems-based thinking--as well as methods for monitoring alliance performance and progress. Lewis also shows ways to develop the foundation of cooperation, negotiation, and trust between partners which is so crucial in achieving optimum competitive advantage. By capitalizing on the new customer-supplier alliances, any firm can increase its competitiveness regardless of industry, company size, or whether its focus is on goods or services. Lewis provides managers of all types with the framework they need to avoid the pitfalls and enjoy the full benefits of the connected corporation."

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9781416573364

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Reviews

Sir Colin Marshall Chairman, British Airways PLC No business is immune from the pressure to bring more value to its customers, and its suppliers can play a key role in that process. The Connected Corporation places the management finger firmly on the pulse of this imperative. Jerald A. Bluberg Senior Vice President, Dupont Company There is a tidal wave of vertical alliances coming and Jordan Lewis provides the knowledge and experience base to enable all companies to join it. Business Week This readable book provides a realistic road map for forging true alliances. Arthur R. Tauder Executive Vice President, McCann-Erickson Worldwide Here is a mind-opener as to the power of customer-supplier alliance and a practical guide to make productive alliances happen. Wall Street Journal Meticulously dissects customer-supplier alliances to reveal what makes the best ones tick. Sir Colin MarshallChairman, British Airways PLCNo business is immune from the pressure to bring more value to its customers, and its suppliers can play a key role in that process. The Connected Corporation places the management finger firmly on the pulse of this imperative. Jerald A. BlubergSenior Vice President, Dupont CompanyThere is a tidal wave of vertical alliances coming and Jordan Lewis provides the knowledge and experience base to enable all companies to join it. Arthur R. TauderExecutive Vice President, McCann-Erickson WorldwideHere is a mind-opener as to the power of customer-supplier alliance and a practical guide to make productive alliances happen. Wall Street Journal Meticulously dissects customer-supplier alliances to reveal what makes the best ones tick. Business Week This readable book provides a realistic road map for forging true alliances.

Sir Colin Marshall Chairman, British Airways PLC No business is immune from the pressure to bring more value to its customers, and its suppliers can play a key role in that process. The Connected Corporation places the management finger firmly on the pulse of this imperative. Jerald A. Bluberg Senior Vice President, Dupont Company There is a tidal wave of vertical alliances coming and Jordan Lewis provides the knowledge and experience base to enable all companies to join it. Business Week This readable book provides a realistic road map for forging true alliances. Arthur R. Tauder Executive Vice President, McCann-Erickson Worldwide Here is a mind-opener as to the power of customer-supplier alliance and a practical guide to make productive alliances happen. Wall Street Journal Meticulously dissects customer-supplier alliances to reveal what makes the best ones tick. Sir Colin MarshallChairman, British Airways PLC No business is immune from the pressure to bring more value to its customers, and its suppliers can play a key role in that process. The Connected Corporation places the management finger firmly on the pulse of this imperative. Jerald A. BlubergSenior Vice President, Dupont Company There is a tidal wave of vertical alliances coming and Jordan Lewis provides the knowledge and experience base to enable all companies to join it. Arthur R. TauderExecutive Vice President, McCann-Erickson Worldwide Here is a mind-opener as to the power of customer-supplier alliance and a practical guide to make productive alliances happen. Wall Street Journal Meticulously dissects customer-supplier alliances to reveal what makes the best ones tick. Business Week This readable book provides a realistic road map for forging true alliances.

Wall Street Journal Meticulously dissects customer-supplier alliances to reveal what makes the best ones tick.

Sir Colin Marshall<p>Chairman, British Airways PLC<p>No business is immune from the pressure to bring more value to its customers, and its suppliers can play a key role in that process. The Connected Corporation places the management finger firmly on the pulse of this imperative.

Author Information

"Jordan D. Lewis, an international consultant, author, and lecturer, advises many of the world's leading firms and is a well-known expert on strategic alliances. A Fellow of the World Economic Forum, he has been profiled by CNN, ""Business Day,"" Wall Street Journal, Financial Times, and Japan Times. He lives in Washington, D. C."

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