Development of Partnership Relations in Procurement Activities of Enterprises

The effectiveness of procurement activities significantly depends on the formation of the enter- prise’s supply base and the choice of suppliers of material and technical resources, for which various approaches are considered, including functional, structural, strategic, integrated, resource-based, retro- spective, process-based, result-oriented, etc.
Taking into account that decisions on the selection of suppliers are made under conditions of un- certainty, the author analyzes the main reasons for its arising, in particular, instability of primary demand and market share of the manufacturer, changes in standards and specifications of components or finished products, trends in technological progress, and difficulty in predicting the ability of intermediaries to achieve the expected results.
The authors considers different market influences of partners in procurement activities, in partic- ular: with a high market influence of the manufacturer, the terms of supply of material and technical resources are dictated by the manufacturer; with a high market influence of the supplier, the supplier will dominate business relations. To increase the influence in the relations between the manufacturer and the supplier, depending on the objectives of procurement activities, it is proposed to use the strategies of reducing interest in cooperation, which involves termination or significant reduction of cooperation, ex- panding the network of relations, which involves the development of the procurement base, raising the status and forming a coalition with other participants, which involves cooperation and association with other manufacturers to increase market influence.
To enhance the market influence of the enterprise, it is proposed to use IT technologies more ac- tively in procurement activities, which implies that manufacturers should review approaches to the de- velopment and maintenance of the website, reengineering of business processes and invest in the infor- mation infrastructure of the enterprise, and suppliers should restructure business technology, create an electronic catalog of goods and services and choose a trading platform to attract potential customers and partners. The efficiency of procurement activities can be improved by using software products that com- bine databases, analytical tools and document management systems.