Contents -- About the author -- Preface -- Acknowledgements -- Introduction -- 01 What we need from our suppliers is... -- Our changing world -- Supplier - friend or foe? -- What we need from our suppliers -- 02 Five good reasons to get close to our suppliers -- Setting the direction for SRM -- VIPER: defining the value we need from suppliers -- 03 Introducing the orchestra of SRM -- Defining SRM -- An organization-wide philosophy -- The three pillars of SRM -- Introducing 'the orchestra' of SRM -- 04 Segmenting the supply base -- Which suppliers should we spend time on? -- Segmentation criteria -- The segmentation process -- Determining intervention and the right relationship -- 05 Supplier performance measurement -- Why measure? -- Introducing SPM -- Common performance measurement approaches -- 06 Building a supplier performance measurement system -- The SPM system -- Step 1: Determine the SPM aim -- Step 2: Supplier-specific requirements and targets -- Step 3: Determine KPIs -- Step 4: Measurement system design -- Step 5: SPM outputs -- 07 Acting upon measurement -- How much improvement? -- Gauging the supplier's appetite for improvement -- Making them want to... -- Learning from common improvement methodologies -- 08 Supplier improvement and development -- Introducing 'STPDR' -- Step 1: Study the situation -- Step 2: Target for improvement -- Step 3: Plan -- Step 4: Do -- Step 5: Review -- Making it work -- Supplier development -- 09 Supplier management -- A core activity -- Managing for results -- Supplier risk management -- Supplier reviews -- 10 Contract management -- Introducing contract management -- Contract planning -- Contract management -- Exiting a contract -- 11 Relationship management -- The right relationship -- Staying in control of the relationship -- Bribes, lunches and chai pani -- Conflict and dispute.

12 Supply chain management -- Introducing supply chain management -- The supply and value chain network -- The five pillars of SCM -- Supply and value chain network mapping -- Optimizing supply and value chain networks -- 13 Strategic collaborative relationships -- Introducing strategic collaborative relationships -- Building strategic collaborative relationships -- The '5A' SCR process -- International standards for SCRs - ISO11000/BS11000 -- 14 Innovation from suppliers -- 'Let's go get innovation from those suppliers!' -- FIFI can help find innovation -- Networking: a key enabler for innovation -- 15 The orchestra of SRM is ready to play -- 5P governance -- Governance: people -- Governance: proficiency -- Governance: promote -- Governance: pay-off -- Governance: programme -- Where SRM sits in the organization -- What the future holds -- The orchestra of SRM is ready to play -- Glossary -- References.