When you first embark on an collaboration project, you can expect a lot of raised eyebrows and crossed arms?from coworkers as well as trading partners. Here’s what people typically think and sometimes say to each other.
FROM A SUPPLIER TO A MANUFACTURER:
“If we share more information, you’re going to squeeze us on cost even more.”
FROM A MANUFACTURER TO A SUPPLIER:
“If we share more information, you’ll go directly to the customer and cut us out of the loop.”
FROM A RETAILER TO A SUPPLIER:
“If we share promotional information, our competitors will find out.”
FROM ALL PARTIES:
“If the collaboration project does prove to be useful, the other side will get more value than we do.”
“We can’t share information or processes. That’s our competitive advantage.”
