Executive Summary (This is a document excerpt)

As firms look to bolster their supplier oversight capabilities, they are looking for creative ways to get the most out of their primary vendor relationships given the immaturity of the space. Forrester recently spoke with an innovative practitioner about what the firm was doing in terms of: 1) understanding the salesperson's commission plan and incentives; 2) creating a portal for managing the contracts; 3) establishing a framework for managing their key relationships; and 4) eliciting more innovation from suppliers.

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