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Product and Topic Expert
Product and Topic Expert

Buyer and Supplier Collaboration Best Practices


As an Ariba Network buyer or supplier, do you face challenges with collaboration and communication? Building strong relationships is critical for successful partnerships across the supply chain.

At the recent SAP Ariba Supplier Digital Summit, Dawn Tiura, President & CEO of Sourcing Industry Group (SIG), led a conversation with procurement leaders on Best Practices for Buyer and Supplier Collaboration.   

Dawn was joined by Larry Reuter, Director of Procurement for Konica Minolta, and Jody Kemp, Director of Sales Corporate for Allied Electronics, for this informative panel discussion.  

Here are their key takeaways for successful, collaborative relationships, not just on Ariba Network, but in any scenario:

Larry Reuter, Director of Procurement for Konica Minolta 

Communicate openly  

Larry speaks with the experience of someone who has been both a supplier and a buyer on Ariba Network. “Open and honest communication is the key to a successful relationship,” he stressed.   

Larry’s advice: In a negotiation, try to find the benefit for both parties. The relationship should never be one-sided.   

“Be patient when working with a buyer as they may not be at the same maturity level that you are in e-commerce. We need to be realistic and find the common ground.”  

Jody  Kemp, Director of Sales Corporate for Allied Electronics   

Be flexible  

Trends in e-commerce have driven Allied Electronics to adapt how they sell goods to customers, enabled by Ariba Network tools.   

Jody believes that buyer-supplier relationships are tighter when using an e-procurement network. Ariba Network makes it simple to open RFPs, submit proposals, negotiate contracts, and send and receive payments in real time.   

Being flexible and communicating more leads to strong collaboration,” Jody noted. “Having the network in the middle, giving structure and providing shared language, helps elevate the relationship.”   

Dawn Tiura, President & CEO of Sourcing Industry Group (SIG) 

Simplify processes   

Dawn highlighted the opportunities good collaboration brings when using a business network. “Smart people don’t want to do dumb work,” she said. With  Ariba Network automating day-to-day functions, sales and procurement employees have the bandwidth to focus on customer satisfaction.  

Larry agreed: “It allows us to have a more strategic relationship with our customers, now that we don’t have to worry about the check being in the mail.”  

Watch the full discussion here , and view on-demand replays from the SAP Ariba Supplier Digital Summit.