How do suppliers strategise in relation to a customer’s supply network initiative?

The purpose of this article is twofold: firstly, to conceptualise and discuss how suppliers strategise in relation to supply network initiatives taken by their customers in the construction industry, and secondly, to discuss the buying firm’s view on the strategies pursued by their suppliers. Based on the analysis and discussion, we suggest that suppliers can strategise in relation to a focal supply network initiative by using six different connecting modes: (A) start-up relationships and processes, which can support the focal initiative; (B) intensify relationships and processes, which already give some support to the focal initiative; (C) continue with relationships and processes, which support the focal initiative; (D) weaken relationships and processes, which do not support the focal initiative; (E) end relationships and processes, which do not support the focal initiative and (F) continue with relationships and processes, which preserve non-supporting elements of the focal initiative. Furthermore, the suppliers can choose different strategising profiles. Based on the six modes, we can draw profiles, which show how much each supplier would emphasise each respective mode. In addition, we suggest that the buying firm identify the different strategising profiles of its suppliers, and handle the individual profiles of the suppliers, as well as the mix of profiles in the supply network.