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Welkom
Waardecreatie Private Sector
HET KENNISNETWERK VOOR INKOOP EN SUPPLY MANAGEMENT
Waardecreatie in de Private Sector
door Innovatie
Prof.dr. Holger Schiele
Hoogleraar Technology Management – Innovation of
Operation aan de Universiteit Twente
HET KENNISNETWERK VOOR INKOOP EN SUPPLY MANAGEMENT
The University of Twente introduces purchasing
specialisation
• Holger Schiele – since2009 professor in Twente, 1 out of 10
• Together with Jan Telgen introducingpurchasingspecialisation – fourclasses in purchasingfor students
• Students look forinternships
HET KENNISNETWERK VOOR INKOOP EN SUPPLY MANAGEMENT
The challenge: staying at the board table (or
reaching it...)
“It took us 30 years to get into the board meeting – but if we
do not care it will only take three years for purchasing to be
out again” (A. van Weele)
HET KENNISNETWERK VOOR INKOOP EN SUPPLY MANAGEMENT
Strategic management
• Ensure enduring success(competitive advantagetarget)
• Sustainable growth of thecorporation (innovationtarget)
Classical procurement
• Ensure material availability(safety target)
• Procuring at cheap prices(cost target)
• Constraint: efficientperformance
Staying at the board table requires purchasing to
contribute with board level value creation
HET KENNISNETWERK VOOR INKOOP EN SUPPLY MANAGEMENT
Innovation: Purchasing ensures that suppliers
participate in product development teams
,20n.s
Supplier contributionto innovation
,53
,50*
,72***
,43
Supplier earlyinvolvement
Purchasing early involvement
Source: Schiele (2010)
HET KENNISNETWERK VOOR INKOOP EN SUPPLY MANAGEMENT
To ensure purchasing participation in develop-
ment, the supply function has to be re-organised
Source: Schiele (2010)
Cross-functional new product
development team
CPO
OperativeProcurement
StrategicPurchasing
Advanced Sourcing
Systems / stratagy
HET KENNISNETWERK VOOR INKOOP EN SUPPLY MANAGEMENT
The board level arena of competition: being a
preferred customer of leading suppliers
Source: Planning perspectives Inc. (2010)
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HET KENNISNETWERK VOOR INKOOP EN SUPPLY MANAGEMENT
Source: Planning perspectives Inc. (2010)
340384
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409
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2004 2005 2006 2007 2008 2009 2010
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300
200
100
Wo
rkin
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s In
dex
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–V
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go
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Ad
equ
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The board level arena of competition: being a
preferred customer of leading suppliers500
HET KENNISNETWERK VOOR INKOOP EN SUPPLY MANAGEMENT
Achieving competitive advantage by becoming a
preferred customer
Source: Schiele / Veldman / Hüttinger (2011)
Buyer-supplier relations
Supplier
Buyer
HET KENNISNETWERK VOOR INKOOP EN SUPPLY MANAGEMENT
Buyer-supplier relations
Supplier
Buyer
Source: Schiele / Veldman / Hüttinger (2011)
Achieving competitive advantage by becoming a
preferred customer
HET KENNISNETWERK VOOR INKOOP EN SUPPLY MANAGEMENT
Supplier-buyer relations
Supplier
Buyer
Source: Schiele / Veldman / Hüttinger (2011)
Achieving competitive advantage by becoming a
preferred customer
Staying at the board tableby answering the question:
How to achievecompetitive advantagesand become a preferredcustomer of leadingsuppliers and innovatewith them?
