the 7 keys to better sourcing and supplier relationships · the 7 keys to better sourcing ......
TRANSCRIPT
The 7 Keys to Better Sourcing
and Supplier Relationships
Today’s Presenters
DJ, Regional Vice President, Zycus; Highly experienced sales professional working
in APAC/Europe regions in the area of Procurement Performance, Procure 2 Pay and
Master Data Management Solutions with in depth knowledge of sourcing,
procurement systems. Dushyant also Leads strategic initiatives, market development,
thought leadership programs which helps to assess external market trends and
conditions to identify opportunities and risks in managed spend categories.
Craig Clark, Group Manager, Supply Category Management, MMG Limited;
Craig comes with a solid blend of consulting and industry experience in Mining.
Over eight years of tier one & in house consulting experience specializing in
corporate strategy, procurement and strategic sourcing. Over twelve years of blue
chip strategy, operations, procurement and business development experience in the
metals, mining, and energy and FMCG industries.
Comprehensive Solution Suite
Agenda
Introduction
CPO’s Agenda 2015
The Seven Keys
Summary
Q&A
Procurement Technology Investment Trends
eSourcing witnessed the highest increase from
2011, both in terms of percentage already using
the technology or planning to invest, gaining 11
points
A deeper analysis revealed that companies
falling onto the top performance tiers for cost
saving are 2.5 times more likely to be using
eSourcing solution that the ones falling in low
saving tiers
Source:
Investments planned to help achieve
procurement’s objectives
“DO BETTER WITH SAME”
Top Three CPO Strategies
The Seven Keys
#1 - KNOW YOUR SPEND
Copyright © 2014 - Ardent Partners Ltd.
Know where to look for savings
Poll Question - 1
How often is the Procurement function engaged
in the Sourcing process up-front before a
supplier has been selected:
A. Almost Always
B. Often
C. Sometimes
D. Never
#2 – ENGAGE SOONER
Bristol Myers Squibb analysis of 100 Sales and Marketing Projects
“High-hanging fruit” By Anne Millen Porter, Purchasing Magazine
Copyright © 2014 - Ardent Partners Ltd.
#3 – TIGHTER SPECIFICATIONS
Copyright © 2014 - Ardent Partners Ltd.
Category Sourcing Case Study –
Global Pharmaceutical
Step 1 -Spend
Analysis
Step 2 -Specification
Definition
Step 3 -Multi-Stage Sourcing
Event
Step 4 -Supplier
Consolidation Award
Steps to Success
THE RESULTS
Historic Low Bid Annual Savings
35%
Savings
$12.3
M
$35 M$12.3M
$22.7M
Category Example: IT Staff Augmentation
1. Spend Analysis shows $35M IT Staff
Augmentation spend fragmented across 40
suppliers
2. Standardized jobs classes and established
consistency
3. Conducted multi-stage RFI/RFP/Auction
4. Consolidated Supplier Base (from 40 to 8)
Category Results
Generated 35% cost savings, expect >
$500K rebates
Implemented single point of control in
supplier management
Current compliance is 90+%
#4 – BETTER UPFRONT COMMUNICATION
Copyright © 2014 - Ardent Partners Ltd.
Better Upfront Communication
Building Consensus on Event Strategy How will we conduct - multi-round or single event?
What event type is most appropriate?
Who will participate – internal stakeholders and suppliers?
Why are we doing – have we identified tangible goals for the event?
When will the event be scheduled? For how long?
Where will the event take place?
65%
23%
12%
eSouring Event Type Distribution
RFQ/RFP RFI Auction Average Savings 12%
Average Cycle Time
Reduced 17%
Source: Zycus eSourcing Usage Statistics
#5 – EFFICIENT EVALUATIONS
Copyright © 2014 - Ardent Partners Ltd.
Poll Question - 2
How Often Do You Conduct Face-to-Face or Phone
Negotiations at the Conclusion of an On-Line Sourcing
Event?
A. Almost Always
B. Often
C. Sometimes
D. Almost Never
E. All Negotiations Happen This Way – None of the
Sourcing Process is On-Line Today
Effective Evaluation –
Capture On-Line and Off-Line Negotiations
Buyers Often Conduct Face-to-Face or Telephone Final Negotiations with
One or More Shortlist Suppliers
On-Line Tool Must Enable Audit Trail of Off-Line Discussions and
Document Supplier Confirmation of Final Negotiated Pricing/Terms
#6 – WARM WELCOME
What is the On boarding Process?
Suppliers
Commodity Manager
Finance / Legal Expert
Compliance Officer
Prospective/New Supplier Registration
Request
Submit
Receive Packet Review
Approve
Add Profile Information
Request Information
Submit
Review
Approve
Credit/Risk Evaluation
(Resubmit)
Return/Reject
Review
Approve
Prospect Party Site Evaluation
Return/Reject
ApprovalProcess
Add Credit/RiskEvaluation
Add Prospect Party Site Evaluation
Notification
Qualified and Approved
Relationship Contract
Sync Supplier Profile
#7 – PROACTIVE AND ONGOING SUPPLIER OUTREACH
Copyright © 2014 - Ardent Partners Ltd.
Poll Question - 3
For your organization, what is the frequency of Supplier
Performance Measurement (score carding) for key
suppliers?
A. Less frequent than annual
B. Annual
C. Quarterly
D. Monthly
E. More frequent than monthly
Ongoing Supplier Management
• Analyze supplier trends and
surveys
• Track trends on individual KPIs
• Determine operational risk
Analyze and Report
Ongoing Supplier Management
• Implement corrective action or
development plans
• Assign resources, tasks and
milestones
• Track program status
Develop and Track
Summary
Engaging with and managing suppliers is a key component
of any Chief Procurement Officer’s priorities and focus.
The procurement function’s relationships with its suppliers are
typically the foundation of how sourcing and supply
management programs perform.
Utilizing the mentioned seven keys can serve as a catalyst to a
series of processes that have a risk of becoming stagnant and
repetitive over time.
Questions
?
Thank you