Relationship structure I Relationship management I Leadership requirement

RELATIONSHIP MANAGEMENT
Best practices	Common mistakes
Following procedures.	Cutting corners.
Performing due diligence in partner selection. Allowing for the time required for selecting a good partner.	Superficial evaluation of suppliers; relying on impressions for supplier selection; casual supplier selection. Assuming that the customer’s and the supplier’s interests are "naturally aligned" or (opposite mistake) "naturally antithetic". Having too few competing suppliers in the first place.
Defining prices on customer value.	Defining prices on supplier’s costs. Accepting the indexing of prices over time without a corresponding increase in productivity.
Measuring the results.	Not collecting and analysing the performance information.
	Not planning or managing the transition.
Providing for contingency plans for in-case disasters.