Cindy Hogan/Camille Thompson, Christian Living Communities - Presenters at the 2012 Long-Term Care CXO Summit, held in Florida, delivered their presentation entitled Supporting Successful Vendor Partnerships
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Supporting Successful Vendor Partnerships - Cindy Hogan/Camille Thompson, Christian Living Communities
1. Supporting Successful
Vendor Partnerships
Christian Living Communities ministers to senior adults through a continuum of
services and care that reflects Christian love, respect and compassion, and that
enriches the quality and dignity of life for each individual.
2. C C c g ou d
CLC Background
• Our history
• Milestones
• Important Partnerships
p p
4. Choosing Your Dance Partner: Forming successful
partnerships from the b i i
t hi f th beginning
• Not all vendors become partners
•S
Some vendors are a one-time dance
d i d
• Reserve partnership for those who earn it
5. Distinctions Between
Vendors and P t
V d d Partners
Vendors Partners
Transactional Focus on service over the long term
Sell a product or service Seek to understand and craft solutions
When does a vendor become a partner?
6. Vendor/Partner Continuum
Cooperation Coordination Collaboration
Vendor Friendor Partner
- Initial Transaction - Joint Outcomes - Shared Visioning
- Contracting - Metric Building - Mutual Expectations
- Customer Expectations - Mutual Education - Integrated Strategy
High Degree
of Collaboration
f C ll b i
Degrees of Mutual Involvement Increase
Trust Intensity/Scope
Low Degree Strategic Linkages Time/Duration
of Collaboration Proactive Communication Business Transparency
Mission/Vision/Values
9. Staying in Step: How to align the partnership successfully
through mission, values and culture
th h i i l d lt
• The transaction stage – moving beyond the first dance
• Examining mission, values and culture
• “Can we work together successfully over the long
term?”
t ?”
12. Co bo
Collaboration Cu u e
o Culture
Actualit
y
Collaboration Control
Personal Impersonal
Cultivation Competence
Possibility
Adapted from Corporate
Development Group