ABSTRACT
The making a market process is designed to lay the foundations for a lasting relationship. It seeks to establish the clearest possible understanding, for both parties, regarding their respective objectives, measures, anxieties and limits. Though the general approach to 'making a market' is the same for all circumstances, the emphasis will vary relative to sector maturity – mature sectors need enticement whilst immature sectors need education. The information pack is a useful device that will help to guarantee consistent messages to the market minimize misunderstandings and assist discussions within the customer and supplier organizations. The schedule of participant meetings provides participants with the following information, offering some suggested drafting for inclusion in the relevant documents. The information pack brings together the various strands of activity and thinking into a single set of documents, which may then be used as a basis for discussion and communication with suppliers.
