webinar slides - accredited qualification in supplier relationship management

Copyright © 2011 IACCM. All rights reserved.

Accredited Qualification in Supplier Relationship Management (SRM) Certification Program

Welcome to the Strategic Sourcing and Procurement Group Members Webinar

Speakers:Tim Cummins – CEO, IACCMMartin Chalkley – SRM Consultant, IACCM

ModeratorSundar Kamakshisundaram

19 September, 2012


Agenda

Introduction

The Need for Good Supplier Relationship Management

Overview of the SRM program

Q&A

Copyright © 2012 IACCM. All rights reserved


‘Troubled relationships’ = disappointing outcomes

So achieving improvement is important

Research suggests that commercial issues

are the primary cause in ~70% of ‘troubled relationships’

The likelihood of significant innovation or incremental

valuereduced by

≥ 60%



What is the scale of loss or potential gain?

12%

the average impact on spend that can be achieved from supplier relationship

management



From Administration to Relationship Management



Learn collaborative values – learning community

Baseline common knowledge and methods

Ongoing collaborative learning

Organisational learning; continuous improvement

Learn collaborative values – individual

Benchmark skills vs. the market

Learn and apply best practices in contracting over lifecycle

Network internally and externally to raise effectiveness

Organizational Capability

Individual Capability

Developing from role to capability



• SRM is emerging as an important business activity & professional discipline within major organizations globally

• Research evidence suggests that SRM can deliver significant tangible benefits in addition to those achieved through world-class strategic sourcing, negotiation, and contract and performance management

• Despite this potential, investment in SRM training remains limited and there has not been an internationally recognized qualification that denotes excellence in this area

• Relationship management requires a blend of technical capabilities – for example, in

process and organizational design, and structuring of appropriate contracts and future-facing measurement systems – and key behavioral competencies such as communication, influencing and trust building

• The IACCM program equips SRM practitioners with the core skills and knowledge they need to develop successful, collaborative customer-supplier relations

Why SRM now?



• Manages all aspects of the inter-company relationship

• Builds trust through open communications

• Seeks to develop successful, collaborative relationships with key suppliers

• Has ready access to, and influence from the top levels of management

What does SRM do?



• Focus on best practices

• Webinars – facilitated knowledge sharing and learning

• Case studies – apply learning to realistic business situations

• Message boards – knowledge sharing and application of learning to real life situations

• Attachments library – constantly updated access to articles and cases, best practices

Interactive Applied Learning



SRM curriculum

SRM

Introduction to SRM

Defining SRM and its Value

Who are your suppliers?

Understanding the Base Principles for

Delivery of Your SRM Program

The Business Case for SRM

Creating the Agreement

Implementing your SRM program

Governance

Measuring Success

Balanced Scorecard

Culture and Ethics

Personal attributes

Exit Strategies

Summary

4 months e-learning program Flexible learning

1 module per week

1-3 hours per week

Skills assessment

Certification at Practitioner or Expert level



28 competencies in SRM

MandatoryCommitment to Change and Personal DevelopmentCommunicationsInterpersonal RelationshipsLeadershipNegotiationTeamworkTime Management

Knowledge of Employer / IndustryKnowledge of Products and ServicesUnderstanding of Goals and StrategiesUnderstanding of Organization / Management System / Business Processes

RelationshipsStakeholder ManagementInfluencing OthersUnderstand Market Industry and Norms

Business ContributionCommitment to Results / Strategic ThinkingIdentifying / Acting on Opportunities for ChangeValue Focus

Business AcumenAnalyticalFamiliarity With Standards and NormsFinancial Principles and Impact of Issues / DecisionsRisk ManagementAbility to Direct Deal Shaping and Commercial StrategyAwareness of Commercial and Contract Terms & Conditions

TechnicalPerformance Monitoring and ReportingVendor Analysis and Selection

Cultural ConsiderationsAbility to Motivate / Gain Agreement in Multi-Cultural TeamsKnowledge of Local Business and Commercial PracticesSensitivity to and Knowledge of Cultural Considerations and ImpactsUnderstanding Geopolitical Conditions



Americas; 41%

Europe, Middle East, Africa; 39%

Asia-Pa-cific; 20%

IACCM Geographic Profile

• over 8,000 organizations from 128 countries

• 29,000 individual & 200+ corporate members

• 25% at director level or above

• equal divide of buy-side and sell-side – legal, commercial, procurement

IACCM – A global network

Aerospace, Defence8%

Automotive1%

Banking, Ins'ce,Finance4%

Business Services & Consulting

14%Retail,Consumer

2%Engineering & Construction

6%Health Care Equip & Serv

4%Legal4%

Oil & Gas15%

Manufacturing & Capital Goods

3%

Other7%

Public Sector & Government

5%

Software & Info Serv15%

Telecom9%

Transport, Logistics3%



IACCM professional development todayWorld-class organizations investing in learning for 4710 people


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Q&APlease Post Your Questions In the WebEx Chat Box



Thank You


webinar slides - accredited qualification in supplier relationship management

Technology

iaccm program

srm practitioners

srm programqacopyright

srm training

best practices copyright

collaborative relationships

applicationof learning

performance management