Extended Business Relationship Management — A Deloitte Perspective
Defining the extended business relationship management opportunity
With greater frequency, companies are placing increasing expectations, responsibility complexities into their trading partner relationships. Both globally and locally, organizations are becoming progressively more reliant on value chain partners (i.e., customers and suppliers) for research and development, procurement, operations, channel and after-market services collaboration. Despite this increased reliance, the majority of companies have failed to invest in adequate processes, systems controls to mitigate and manage the risk inherent in these ever-increasing and intertwined relations. Managing these risks fully can lead to increased revenues, margins cash flows. The upside and downside potential that the extended business relationship management (EBRM) environment brings may seem daunting at first — the breadth, complexity range of potential buyer/supplier trading partner relationships is significant indeed.
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