Chapter 1CUSTOMER-SUPPLIER ALLIANCES: UNLOCKING THE POTENTIALOur first reaction was to get angry and say, "Why didn't you do this before?" They said, "Because you didn't ask."
Rolando Anderson, global purchasing head of Asea Brown Boveri, after a supplier made a part at 30 percent lower cost when ABB gave it design responsibilityWe now realize that the people who make these components know a lot more about it than we do.
Ronald Woodard, president of commercial airplane production, Boeing
Imagine that some firms could double their competitive resources -- and greatly improve their...