Anthony Fuller (Past Speaker)

Anthony's team is based in US, UK and Japan, supporting the business in North America, Europe and Asia. 

Even in markets where competition is limited, we have been able to build up fruitful long term engagements with key partners.  We have done this by careful selection of potential partners at the outset, looking for a good fit between our needs and supplier capabilities, as well as the right "chemistry".  After that, the next key ingredient has been education, getting to know each other.  By focusing on right-size/right-fit, and then working to develop the human relationships, we have made partnerships work.

Anyone working in a low-leverage environment will learn about the importance of communication, relationship building, and timing.  They can use these insights and examples to develop a realistic approach to building partnerships with suppliers.