The Supplier Preferencing Model, also known as the Supplier Perception Matrix, is a framework used by procurement professionals to understand how suppliers view their buying organization. Developed by Paul Steel and Brian Court, the model uses two axes: the attractiveness of the account and the relative value of the business. This model helps procurement professionals anticipate supplier behavior, adjust negotiation strategies, and identify opportunities for more synergistic relationships. By categorizing suppliers into quadrants—Development, Core, Nuisance, and Exploitable—organizations can strategically manage supplier relationships for better outcomes.

Source: What Exactly is the Supplier Preferencing Model (a.k.a. Supplier Perception Matrix)?