Getting to We: Newsletter Update

Welcome to my fourth LinkedIn newsletter! 

I am grateful to everyone who reached out with suggestions on what you’d like to see in my newsletter. Based on the feedback, I’m testing out a new format covering five themes each month.

·       From Research to Relevance: I’ll highlight a key learning from our white papers and case studies and provide a link to read more. Since all our white papers and case studies are open source, sharing them is highly encouraged!

·       In the News: Current events are a great source of learning. I’ll pick a current topic, trend, or general news event and provide an insight you can learn from.

·       Ask Me Anything:  I’m always excited to get questions: They help me learn the real issues and struggles people have as they try to up their game and create win-win business relationships.  Each month, I’ll pick one question and provide my answer. DM me your questions!

·       What I'm Reading: Looking for a book to enhance your business collaboration skills? I’ll share what’s on my reading list and how it can help up your game.

Let’s dive in!

From Research to Relevance

This month’s pick is one of our latest white papers – “Unpacking the Academics of Sourcing.” It explores the theories and insights of 78 prominent academics from the fields of business, economics, law, psychology, and sociology, and translates these into practical guidance for modern sourcing practices. The paper is structured into four main parts:

1.     The Big Thinkers of Business

2.     The Economics of Commerce

3.     Learnings from Lawyers and Legal Scholars

4.     The Social Science and Psychology of Sourcing

The paper aims to bridge the gap between academic theory and business practice by providing actionable advice for practitioners. It’s a comprehensive guide to understanding the foundational theories that can enhance collaborative business relationships and drive innovation in sourcing.

Download the white paper (it’s free) to learn how these pioneering insights can transform your sourcing strategies.  And if you like it – share it (it’s open source).

In the News

In one of my recent articles, we look at the not-so-surprising Sriracha shortage and what it teaches us about the importance of trust between supply chain partners. Through the story of Huy Fong Foods, we learn how vitally important it is to have strong, transparent partnerships in business. The company's struggle with its chili supplier demonstrates the need for solid, trust-based relationships. Let’s use this story to inspire a discussion on how we can all build better, more supportive connections in our communities and workplaces. Join me in exploring how we can turn these challenges into opportunities.

Ask Me Anything

Question: I have a supplier relationship I’m struggling with. Their performance (scorecard) is green, but stakeholders report frustration, though they can’t put their finger on the problem. How can I facilitate a discussion that will help?

Answer: You’re suffering a problem I coined the “Watermelon Scorecard” almost 15 years ago, as part of our original research. The supplier’s performance is green on the outside, but red on the inside: In other words, people are not happy.  One of my favorite tips for these types of discussions is to do a 12 Ailments self-assessment. This helps trading partners diagnose when inherent perverse incentives have impacted their relationship. 

I’d recommend having key stakeholders from both companies complete the 12 Ailments self-assessment (it’s free!), then come together in half-day workshops to discuss which ailments have been identified. You can then create an action plan.

Here’s a link to a blog about the 12 Ailments and how to avoid them. Ping me if you have questions or would like a referral to one of the University of Tennessee’s Certified Deal Architect graduates who can facilitate a 12 Ailments workshop for you.

What I’m Reading

I just finished reading Unreasonable Hospitality by Will Guidara . Guidara explores the transformative power of extraordinary hospitality, emphasizing the importance of collaboration in creating memorable experiences. I loved the way he wove in personal stories to emphasize that unreasonable hospitality is, at its core, about collaboration. Guidara takes us behind the kitchen, front of the house, back office, and everywhere in between as he unpacks what it means to be unreasonably hospitable to your clients. Most importantly, he addresses how to encourage your team to steer in the same direction. The book showcases how businesses can foster a culture of collaboration to deliver 360-degree unparalleled satisfaction.

Thank You!

Thank you for reading this month's newsletter! I hope you found it valuable and inspiring. Stay tuned for our August edition. I'd love to hear your thoughts and feedback, so feel free to DM me. And – if you send me a question and use it in the Ask Me Anything section I will send you a signed copy of one of my books.