Research Report: Customer‐Supplier Relationships in the Training Industry

Based on a pilot research study into customer‐supplier relationships in the training industry, involving a series of interviews and questionnaire sampling of training managers from both private and public sector organizations. The results indicate that suppliers of training services are in danger of becoming uncompetitive and are failing to pass on unit cost reductions to their customers during the recession. Training customers are in turn looking for more “added value” from their suppliers. Argues for a more sophisticated relationship in purchasing training services, which builds on the experience of other industries. Training managers are asked to take on a more collaborative long‐term relationship in dealing with suppliers,which emphasizes productivity, learning and innovation.