Abstract
This paper is the second in a series on how CRE organisations can improve supplier performance by leveraging collaborative approaches during competitive bidding. Part 1 was featured in volume 9.3 of the Journal. In this paper we examine the most collaborative approach (the Request for Partner process) in more detail and explore its benefits for both buyers and sellers. The paper starts by summarising research conducted by the University of Tennessee (UT) into the changing landscape of strategic sourcing that are causing organisations to deploy more collaborative bidding practices. We then discuss the Request for Partner (RFPartner) process and how it has been successfully used to strengthen strategic CRE outsourcing facilities management relationships. We examine other popular collaborative bidding methods and draw a comparison of the most popular ways to use the RFPartner method. We conclude the RFPartner approach is the best way for organisations to source and craft strategic relational contracts.
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