Qualitative Sourcing Assessments

(Part I: Relationship Assessment^*)

© Frank Haluch 2011-2025

Qualitative assessment of sourcing relationships are as important as analytical assessments.  

Organizations can have four types of relationships:

Antagonistic Relating – Buyers and Sellers are enemies.

Adversary Relating – Buyers and Sellers are engaged in a competitive struggle.

Cooperative Relating – Buyers and Sellers relate as a team.

Creative Relating – One party in the relationship is focusing their energy on assisting the other party to exceed their goal/objectives.  This type of relationship is only possible in very special situations. Ie., countertrade (mother/child) relationships.

An accurate assessment of a supplier relationship leads to a better understanding of what is achievable through the relationship and negotiation. 

One of my clients felt that changing from an Adversarial to a Cooperative relationship with a supplier would help them achieve their supply goals. After the change, the client noticed very little difference in the relationship.  Upon adopting and taking the Relationship Assessment, the client learned their original behavior was Antagonistic and that they merely changed to Adversarial behavior, thus impeding progress towards their supply goals. 

The below graphic shows how to access the Relationship Assessment in SourcingApps.  Run the assessment for both Current and Desired behavior.  Comparing both assessments identifies a Behavior Gap and, if needed, a Change Behavior Plan can be easily constructed.

(To gain access to this assessment app request information from Frank Haluch)

*Adapted from “One to One – Understanding Personal Relationships, Theodore Isacc Rubin, M.D.

Sourcing is for Convergent Thinkers!