It sometimes seems like the right technology can solve every problem. But when it comes to relationship building, software can only go so far. In this episode, Jill Barron, practice lead for supply chain operations and strategy at Summit Advisory Team, shares her approach to building and maintaining great relationships with suppliers. 

Why be intentional with supplier relationships?

Jill explains, “If you're a retailer, you set certain rules of engagement. … And when your suppliers don't follow those guidelines, it creates friction. It [takes time] to unravel problems, and time is money.”

She believes that when you clarify expectations, follow up often, and address issues—without going straight into chargeback mode—you can solve problems in a mutually beneficial way.

Communicate often 

After analyzing how suppliers are performing, you should set up a regular cadence of meetings to discuss progress and pain points. Jill recommends meeting once a month at first, then transitioning to quarterly reviews. She adds, “I need to stress here, have [these meetings] with your good partners as well as your poor-performing partners.”

You don’t always have to win

The goal of building supplier relationships is to always get what you want—right? Actually, Jill believes it’s sometimes better to let the supplier win. “Even though you may feel at your heart that you are right … that concession sometimes really starts to build trust. It will come back and benefit you.” 

Links

• Connect with Jill on LinkedIn: https://www.linkedin.com/in/jill-barron/ 
• Visit Summit Advisory Team’s site: https://summitadvisoryteam.com/ 
• Visit RVCF’s site: https://www.rvcf.com/