How to become the preferred client of your supplier Available to Purchase

This paper aims to show that becoming the preferred client of your supplier can be very useful and giving ideas to help doing so.

This study uses a historical approach.

Propositions for choosing modalities of collaboration with suppliers were studied.

Based on Herzberg’s theory, suggestions are given to readers.

This paper shows that to improve value creation potential, buyers have to make their companies become the preferred client of their suppliers. It is a key question to benefit from all the value creation capacity of these suppliers.