Um comprador e um fornecedor conversando como parceiros de negócio


During the few last years, the Brazilian market was punctuated by economic crises, which forced businesses to leave their comfort zone and learn to work again. With the advances of Industry 4.0 and professional maturation of leaders, technological solutions have been adopted to support and optimize some processes, particularly when comes to the procurement and sales market.

Automation enabled professionals to adopt a more strategic posture, and to focus on what really matters: relationship.


Relationship as a key business factor

Technology is the rule for business processes, but relationship is just as important. Companies simply aren’t able to survive without a proper communication and personalization of their customer service. Most organizations that persevered during the recession period really knew how to relate to people.

The art of treating your customers as partners can bring countless benefits. Companies can reap better prices and delivery times, retain customers, and encourage collaboration between the parties – which in turn favors innovation.

Many companies have already understood that collaboration among them, in a supply chain, helps to promote long-term and promising coexistence. When supported by technology, such interaction will eventually establish a closer relationship and also leverage it even more, along with additional governance and compliance to businesses.


Changing the scenario through collaboration

The current economic scenario shows that conventional models are those less likely to work now. Leaders from businesses that are stuck in the past don’t understand the importance of a customized service and of stimulating a win-win relationship among partnerships.

This is also true for the B2B market. A proper relationship in the supply chain fosters collaboration among companies – and together they manage to take the right paths, in order to become more sustainable, innovative and prominent in the market.

In the procurement market, for instance, trust and collaboration make buyers coming again and again, to do new business with a supplier.

Another way to build a collaborative relationship among parties is to encourage and promote innovation during processes, in order to achieve better business conditions.


How to take the first step towards collaboration

If the buyer-supplier relationship was previously considered as an occasional transaction, it’s now showing the need to be more collaborative. As we can see above, this field opens limitless possibilities. But how can we expect the supply chain to behave in a collaborative way if trade agreements still insist on giving off the opposite message?

Outdated agreements will ultimately turn into collaborative contracts, in a natural manner, thus favoring a win-win relationship – which will enable managing and sharing risks, incentives and fair payments.

It isn’t enough, however, to demand more efficacy in suppliers’ actions if leaders within the organization and the supply chain won’t demonstrate the same efficacy. A business alliance is more than a business process closed in itself. It’s a complex connection between independent companies, a living organism that evolves progressively, along with the possibilities it offers.


Mercado Eletrônico offers several technologies that can optimize the procurement area. Save time and improve the relationship with your partners; know all the solutions!


So what do you think about relationship between buyers and suppliers? Give your opinion in the comments field!

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