The aim of the study is to show the factors shaping business relationships in the supply chain on the example of a small production company. It was assumed that the key variable explaining the shaping of business relationships in the supply chain is the level of customer satisfaction. Bearing in mind that the level of customer satisfaction is determined by a number of quantitative and qualitative factors, it was assumed that these factors are: ease of contact, response time (from the submission of the order to its implementation), substantive knowledge of employees and timeliness of products. The study is theoretical and empirical in nature. The theoretical part shows the factors influencing cooperation in the supply chain. The empirical part includes the results of my own research on shaping the business-to-business relationship on the example of a small paper manufacturing company. The research results focus on the description and analysis of the relationship between the producer and recipients. They have practical application for the analysis and management of business relationships. They can be a source of information for top and middle management, but also for employees directly responsible for relationships with suppliers.