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Supplier Relationship Management: Unlocking the Hidden Value in Your Supply Base 2ed

by Jonathan O'Brien Kogan Page
Pub Date:
Pbk 464 pages
AU$132.00 NZ$134.78
Product Status: Not Our Publication - we no longer distribute
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& Academics:
Supplier Relationship Management enables organizations to secure vast value from their supply base by determining the suppliers that are important or hold potential and, based upon what makes them important or even strategic, putting in place interventions unique to each supplier to unlock real tangible benefits.

This second edition delivers a framework of resources for anyone who manages or interfaces with important suppliers, for contract management, to understand and manage the supply chain or to establish joint, collaborative relationships with the critical few strategic suppliers who can help bring new competitive advantage. A proven approach for supply base segmentation is included, together with tools and approaches for supplier performance measurement and driving improvements.


Written by an award-winning author and leading practitioner in the field, the fully revised second edition of Supplier Relationship Management clarifies links between procurement and supply chain management, and explains how 'The Orchestra of SRMĀ®'approach helps design a highly effective SRM program that will give the greatest return for our efforts. "This book is an ideal companion to Category Management in Purchasing and Negotiation for Procurement Professionals, also published by Kogan Page. Used together, these books provide a complete and powerful strategic purchasing toolkit."

    • Chapter - 00: Introduction;
    • Chapter - 01: What we need from our supply base is...;
    • Chapter - 02: Five good reasons to get close to our suppliers;
    • Chapter - 03: Introducing the Orchestra of SRM;
    • Chapter - 04: Segmenting the supply base;
    • Chapter - 05: Supplier performance measurement;
    • Chapter - 06: Building a supplier performance measurement system;
    • Chapter - 07: Acting upon measurement;
    • Chapter - 08: Supplier improvement and development;
    • Chapter - 09: Supplier management;
    • Chapter - 10: Contract management;
    • Chapter - 11: Relationship management;
    • Chapter - 12: Supply chain management;
    • Chapter - 13: Strategic collaborative relationships;
    • Chapter - 14: Innovation from suppliers;
    • Chapter - 15: The Orchestra of SRM is ready to play;
    • Chapter - 00: Glossary;

"A refreshing new perspective on this important topic that clearly sets out all the components of SRM together with a rich toolkit and practical steps to make it happen. Crucially, this book places collaboration and working together at its core. It recognises the fact that successful SRM is an 'organisation-wide' concern and provides a range of approaches to make this a reality. This book makes sense of supplier segmentation and how to use a variety of supplier management approaches including how to collaborate and work together with strategic suppliers to create new shared benefit. A definitive guide to SRM and how to really make it happen."
Jonathan O'Brien is the CEO of the international purchasing consultancy and training provider, Positive Purchasing Ltd. With over 27 years' experience working in purchasing, he has worked all over the world to help global organizations increase their purchasing capability through training, education and working directly with practitioners and executive teams to drive in the adoption of category management and other strategic purchasing methodologies. He is also author of Negotiation for Procurement Professionals, Category Management in Purchasing, Supplier Relationship Management and Negotiation for Purchasing Professionals, all published by Kogan Page.