Analyst Insight: Supplier relationships and the management of them are critical to business. The strength of the relationship is two vs. one, transparency, collaboration and innovation. Real value is extracted when buyers and suppliers work together. Not surprisingly, businesses focused on supplier relationship management (SRM) lead their peers five to one in terms of value derived from their supply base. - Mickey North Rizza, VP of Strategic Services, BravoSolution

Analyst Insight: Today's strategies for managing suppliers are incomplete. Too much emphasis has been placed on using power to gain leverage over suppliers. But this strategy doesn't work in every situation and care has to be taken to architect the right kind of relationship. Power stymies the development of truly collaborative and strategic relationships. These relationships can produce outcomes well beyond what one firm can do by itself. - Karl B. Manrodt, Professor of Logistics and Supply Chain Management, Georgia College & State University

A supplier review process at Chick-Fil-A has grown from a simple, manual exercise to a robust collaborative initiative involving numerous internal departments and high-level sit-down meetings with suppliers. Mike Walpole, senior manager of distribution and logistics, explains how the process has evolved and where it is going.

The shift of most U.S. furniture manufacturing to offshore locations has extended lead times by 90 days for furniture retailer Haverty's. John Gross, eastern regional manager, says a policy of "trust but verify" is essential to ensure that suppliers deliver on time.

Analyst Insight: No matter what "expert" you ask – all will point to the fact that SRM is on the rise. This growing realization that buyers and suppliers must work together to achieve success in today's complex and volatile economic climate is a welcome sea change in thinking that only will continue. A key to getting SRM right? Make sure you are putting in mechanisms to manage the business with the supplier – not just to manage the supplier. – Kate Vitasek, Faculty for the University of Tennessee's Center for Graduate Executive Education programs.

Analyst Insight: Richard Branson said, "Succeeding in business is about making connections." Our businesses today have thousands of connections with customers, suppliers, and within our own enterprises. The sheer magnitude of supplier connections can be complex in a global business: thousands of suppliers x hundreds of interactions per supplier x at least one element to be discussed between two of the parties equals many connections we must sort through to get to the heart of our relationships and manage them effectively. – Mickey North Rizza, VP Strategic Services, BravoSolution

Global companies are wasting more than $30bn (£20bn) a year because they do not share information about suppliers, according to business information provider Achilles.