Repeat order typical
High system dependency
Low spend
Relationship implications
Do not spend time here
Pust to transactional procurement
Leverage
Hight vollum relationship
Product /service with many substitutions
Commoditize business needs
Suppress switching costs and lock in
Bottleneck
High switching cost
Strong desire to work with suppilers
Good reason to see suppliers succeed
Identify clear benefits
Growth trust
Reward good performance
Strategic
No exit path
Complex relationship
Resource intensive
Work to remove switching barriers
If struck, build a common agenda
Manage exploitation risk