Basic Process StepsBill Kohnen - 采购副总裁

Strategic Sourcing战略采购

Strategic Sourcing 战略采购改进的成本专业和严格的过程结果总是好的投资大回报

Profile Spend简介投资

Develop Sourcing Strategy制定采购战略

Survey market调查市场

Negotiation and

Selection谈判和选择

Implementation履行

Supplier Management供应商管理

Strategic Sourcing Process战略采购过程

Understand everything about the spend category as the first step in the strategic sourcing process.

• Define spend categories. • Volume or quantity used, types and

sizes. • Who are the users, • Where are they located, • What are the processes used and • Who else is involved in the supply

chain.

Data documented in as much detail as possible as changes may be needed.

Step 1: Profile Spend简介投资

70%

20%

10%

Spend

Supplier Spend Orders

A 500 1500

B 350 2000

C 240 1400

D 210 1200

E 190 1100

F 150 1300

Top Suppliers

• Identify potential new global and local suppliers.

• Study the cost components of the product or service,

• Analyze the suppliers’ marketplace for risks and opportunities.

Key raw material prices and other variables such as labor and transportation must be priced and calculations done of the suppliers’ cost elements.

Step 2: Develop Sourcing Strategy制定采购战略

• Deciding where to buy.• Review risk• Review Cost• Determine alternatives there are to the

current suppliers, • How competitive the supplier marketplace • How open the users are to new suppliers.

Step 3: Survey Marketplace调查市场

• The first round of the negotiation process conducted with many suppliers

• Reducing the bids to the valid ones asking for clarifications and more detail

• Multiple rounds of negotiations to get to a short list.

• The final selection is usually done by a cross functional team.

Step 4: Negotiations and Selection谈判和选择

• Notify the successful suppliers• Ensure successful suppliers are involved in

the implementation process.

• Develop communication to include: Improvement to specifications or process Changes in delivery or service

requirements Changes in pricing.

Step 5:Implementation履行

• Start of a continuous cycle• Benchmarking the current status of

the commodity or category, • Monitoring the results • Ensuring that full value is being

achieved.• Further Improvement

Return to Step 1 for next spend area.

Return to each area every 2 years to review the supply market again and restart the process in a constantly evolving marketplace.

Step 6: Supplier Management供应商管理

Requirements for Best Results最好的结果的要求Skilled Strategic Sourcing TeamOrganizational commitmentEffective utilization of resourcesKnowledge of emerging trends

E CommerceCustomer centric commerce processAbility to collect and organize Improving ease of use to improve complianceGlobal Sourcing Experience