The Director handled a range of suppliers with his team. These relationships had typically been in place for years with varying efficiency. Over the years, negotiations had tended to focus on short-term volume/price considerations rather than the changing nature of the business and its associated needs.
The coach helped the Director to revisit the changing form of the business, research developments in industry standards, and define appropriate parameters for future supplier relationships.
Coaching subsequently helped him to set new standards for handling suppliers, and decision criteria for contracting, in tune with the evolving business.