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Value Managed Relationships
Managed Source Integration
Relationship
Short-term Long- “Partnership True
Contract / term ” VMR
Spot Contract
5Value Managed Relationships
How Does a VMR Work?
A VMR, when appropriate, exceeds the value of all
other types of relationships.
• A Value Managed Relationship can exceed the value
potential of both vertical integration and traditionally
negotiated "arm's length" transactions:
– a consolidation of purchases to one or few suppliers who
are capable of maintaining long term competitive
economics, high quality and efficient delivery
– participants must share single goal of achieving lowest
industry systems cost
– savings should be shared to provide mutual ongoing
incentives to eliminate redundancies
6Value Managed Relationships
Strategic Purchasing Options
VMRs can exceed the value of both traditional
contracts as well as vertical integration.
Traditional "Arms Length"
Approach VMR Vertical Integration
•Fragmented supplier base, •Single or small number of •In-house supply,
sporadic communication suppliers, frequent communication frequent
communication
•Investments based upon •Potential for cu