Partnerships: Creating Value Through Collaboration

This 'best practice' article describes how old style vertically integrated companies have been superseded by those who concentrate on their core business and outsource other activities.

Best Practice

Partnerships Creating Value Through Collaboration

Martin Christopher The Cranfield School of Management

In the past it was more often the case that organisations were structured and managed on the basis of optimising their own operations with little regard for the way in which they interfaced with suppliers or, indeed, customers. The business model was essentially transactional, meaning that products and services were bought and sold on an arms length basis and that there was little enthusiasm for the concept of longer-term, mutually dependent relationships.

The emerging competitive paradigm is in stark contrast to the conventional model....

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