Vendor Relationships

How can I achieve a long-term effective contract with my vendor, while maintaining a good working relationship?

How can I achieve a long-term effective contract with my vendor, while maintaining a good working relationship?

Achieving contractual success in a volatile marketplace like healthcare requires the vision to continually shape and guide the negotiation process.  In lock step, one needs to be able to foster and keep a positive vendor / customer relationship, but still drive the desired outcomes. This needs to be done despite the obstacles that are in your way (high switching costs / restrictive contracts) and the obstacles that are placed in your way (vendor imposed conditions) after your goals and objectives are defined.