Finding The Right Partner
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For any partnership to be successful, it is important that it is based on trust, shared goals and mutual understanding.
These don't come instantly. You and your partners need to prove to each other, over time, that you deliver on your promises; you are committed to a long term, sustainable relationship and will not sell each other out for short term gain; you are willing to share information of mutual interest, and are working towards the same shared goals.
Scottish Organic Milk Producers (SOMP) concluded from research that, to increase sales of organic milk, they had to have greater interaction with the supply chain and get closer to the consumer. They realised that they could not achieve this on their own and set about looking for partners. One of these is Graham's Dairies, a family business. The partnership has established a flow of information that improves product availability, cool-chain connections and has led to a consistency in promoting the values inherent in organic milk production.
In order to ensure that quality levels are maintained at the highest-level, Girvan Early Growers works closely with its suppliers to ensure that inputs are available when required. Cygnet Potato Breeders is a key partner in the Girvan Early Growers' supply chain and is responsible for sourcing all of its seed potatoes. Girvan Early Growers also has a close working relationship with Yara, which supplies fertiliser to exact formulae as specified by Girvan Early Growers.
In early discussions between the Edrington Group and Highland Grain, not only was there agreement on the specification of barley, but also on the protocol for communication, planning, reporting and performance review. This partnership has defined the key parameters for nitrogen, screenings and water sensitivity, allowing Highland Grain to tightly stream crops within defined specifications. It also enables rapid assessment of new barley varieties and the adoption of only those that are both acceptable to distillers and able to be grown by farmers on a consistent basis.
Key points from this case study:
- The right partner can help develop the market for a product and improve production and consistency
- Finding the right partner is key to collaborative success
Download the full case study as a PDF
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