Purchasing Articles

The case for SRM: Reflections on research (part 2)

Vantage Partners

Sources of value, Our study results and experiences with clients across a number of industries suggest that working collaboratively to reach a minimum threshold of mutual trust, mutual understanding, mutual respect, and open communication is a pre-requisite for the more tangible business value their organizations desire. Read More

Higher Visibility, Greater Expectations (part 2)

A. T. Kearney

Indirect Procurement: Influence on the Rise Where is procurement most influential today, and where does it expect to be involved in the future? Read More

Driving Down the Cost of Raw Materials (part 2)

A. T. Kearney

The third component of our strategy focuses on reducing costs through technical improvements, including reducing complexity, shrinking part-design costs, and segmenting suppliers. Read More

Building The Business Case For SRM

Vantage Partners

Vantage Partners has partnered with IACCM to sponsor an SRM Community of Interest. During the first community teleconference, many of the challenges individuals face in building a business case for Supplier Relationship Management within their organizations was addressed. Read More

Building the business case for SRM (part 2)

Vantage Partners

Question: What value are companies realizing from sourcing activities in comparison to post-contract activities? Answer: Research we just completed (involving over 500 companies globally) indicated that companies realize, on average, only about 55% of the value (savings and otherwise) that they target through their strategic sourcing efforts. Read More

Best practices for negotiating with key suppliers (part 3)

Vantage Partners

Negotiators are assessed and compensated based on overall quality of the deal. Assessments and incentives are based on multiple dimensions beyond price, including, for example, total value created, positive or negative impact on the relationship, value created for the supplier, and the like. Read More

How to Source in a Recovering Economy

Susan Avery

Purchasing professionals who were open and honest and shared information with suppliers during the recession now are finding the effort worthwhile: It's made it a little easier to do business in the recovering economy. Read More

Implementing An Enhanced Supplier Negotiation Process

Vantage Partners

Faced with the need to cut costs, increase product innovation, and improve overall responsiveness to customer demands, a large manufacturing company undertook a strategic sourcing initiative aimed at consolidating its supply base, creating cross-divisional commodity teams, putting its preferred suppliers on global contracts, and instituting standard metrics against which to measure supplier performance. Read More

A Risk Management Scorecard

ADR North America

All supply management decisions involve risk. Although risk cannot be eliminated, it can be managed. Read More

Steel's Challenge (Part 2)

A. T. Kearney

The steel industry is no stranger to volatile steel prices—it has been long plagued by oversupply when demandis low and an inability to produce sufficient volume quickly when demand is high. Yet with regional consolidation, such as in North America and Europe with the creation of Arcelor-Mittal Read More

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