Supplier development
Supplier development invests buyer resources to improve a supplier's capabilities, quality, efficiency, or performance when the supplier is important enough to warrant the investment but isn't meeting requirements on their own. This collaborative approach builds mutual value when switching suppliers isn't practical or desirable.
Examples
Quality improvement program: A key supplier struggles with defect rates. Rather than switching suppliers, the buyer sends quality engineers to work on-site, conducts training on statistical process control, and helps implement improved inspection methods. Defect rates drop 60% over six months.
Capacity development: A strategic supplier lacks capacity for growing demand. The buyer provides capital equipment financing, helps optimize production layouts, and shares demand forecasts to support capacity planning. The investment ensures supply availability while deepening the relationship.
Lean manufacturing support: A buyer's supplier development program brings lean manufacturing expertise to key suppliers, helping them reduce waste, improve flow, and lower costs. The resulting savings benefit both parties and improve the supplier's competitiveness.
Definition
Supplier development makes sense when the supplier offers valuable capabilities worth preserving, when performance gaps are addressable with support, and when switching costs or relationship value justify investment. It's not appropriate for suppliers that lack fundamental capability or motivation.
Effective supplier development requires clear problem definition, mutual commitment, appropriate expertise, and patience for improvement. Quick wins build momentum, but sustainable improvement takes time. Both parties must see value in the investment.
Development activities range from light-touch approaches like sharing feedback and best practices to intensive interventions including on-site support, training programs, equipment investment, and management consulting. The approach should match the gap and relationship.
Measuring supplier development success requires baseline metrics and tracking improvement over time. The business case should quantify expected benefits: quality cost reduction, delivery improvement, capacity gains, or cost savings that justify the development investment.
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