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Achieving Supply Chain Integration: Connecting the Supply Chain Inside and Out for Competitive Advantage by Mark A. Moon, Chad W. Autry

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9. Supplier Integration via Vested Relationships

By Kate Vitasek1

Today most experts agree that typical organizations spend between 40 and 80 percent of revenue with suppliers that help them develop, manufacture, sell, and service their goods/services. For example, the automobile industry spends 70 percent of its revenue with suppliers.2 And if you are like most, this means roughly half of your procurement spend is on services that require a more sophisticated approach to sourcing.

For the most part, procurement professionals use transaction-based approaches as the foundation for buying goods and services. However, the nature of business is shifting. First, the C-suite executives around the world took the advice of legendary management guru Peter ...

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