Leading firms recognize that supplier contributions span many categories, not being limited to contributions associated with lower prices and meeting specifications. In fact, the most valued supplier contributions, those related in the context of supplier success stories, typically focus on contributions that helped their customer gain market share, achieve premium prices, and solve a perplexing technical challenge. To realize such high-value supplier contributions, optimal supply management frameworks can be built upon the framework of our research as to the characteristics of best-in-class customers, those that attract the best suppliers and motivate their best contributions. Not all suppliers, of course, have the potential to make such diverse contributions, and an important starting point for supply chain management strategy involves understanding the range of contributions that each supplier could potentially make. An explicit assessment tool provides a basis for categorizing prospective supplier contributions and identifying those organizations that should be targeted for strategic relationships.
