|UltraCAD Design, Inc|
Each of the key words was carefully selected:
|Long Term ||Mutual Trust ||Honesty ||Integrity ||Cooperation ||Total Quality ||Total Cost
Then the managers began discussing some of the problems they had establishing such partnering relationships. Interestingly enough they felt that the single greatest barrier to establishing partnering relationships with suppliers was their own higher level managers! The purchasing managers were all graded on objective measures of performance related to economies --- which generally translated to achieving the lowest prices. So if they recommended a supplier who was not the lowest bid price (even though through a carefully developed partnering relationship the supplier might be the lowest total cost), they felt personally threatened by their own management.
The problem, fundamentally, is that there is a mutually exclusive relationship between the philosophies of lowest (bid) price and the benefits to be obtained through partnering.
Lowest bid philosophies tend to work best for commodities, which can be specified exactly. In those types of markets, partnering is not as important. For services, however, it is very difficult to objectively specify the creativity and effectiveness of the people providing the service ... which is exactly why partnering relationships are more important in service related acquisitions.
We at UltraCAD have always valued relationships with our customers very highly. We are pleased that we have been able to build such relationships with many of our customers, as evidenced by their long term, continued repeat business. And we try hard to take good care of those customers:
Although we don't pretend to be a low price supplier, (we believe we are the lowest TOTAL COST supplier), we look for ways to reduce bid prices wherever we can.
|We guarantee our work and fix problems without question.|
|We guarantee our deliveries and reduce prices automatically if we miss a premium delivery (although that only happens about once per year!)|
|We support our customers after the order is completed as economically as possible:|
|We have even designed small boards for our customers at no cost.
That's what we believe partnering is all about!
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