Managing Indirect Spend: Enhancing Profitability Through Strategic Sourcing

ISBN-13: 9781119762348 / Angielski / Twarda / 2021 / 320 str.

Joseph Payne; William R. Dorn; David Pastore

Spis treści

IntroductionPart One: The ProcessChapter One: An Introduction to Strategic Sourcing XVisibility XObjectivity XProject Management Tool XIn Summary XChapter Two: Data Collection and Spend Analysis XWhat Is Data Collection? XWhere to Start? XDealing with Decentralized Data Sets XSpend Analysis XSpend Analysis Tools XKicking Off the Projects XEnd-User Interviews XLine-Item Detail and Getting the Most from Your Supply Base XSupplier Interviews XAnalyzing Contracts and Pricing Agreements XThe Final Analysis: Building a Baseline XIn Summary XChapter Three: Conducting Research XTypes of Cost-Savings Opportunities XUnderstanding the Category XIdentifying Suppliers XUnderstanding the Supply Chain XUnderstanding Current Market Conditions XUnderstanding the Factors of Cost XReview of Technologies, Processes, Products, and Services XCollecting Market Intelligence Through the RFI Process XIn Summary XChapter Four: The RFX Process XUsing the RFI to Begin the Sourcing Phase XDeveloping Your Sourcing Strategy XGoing to Market XGenerating the RFP and RFQ XSupplier Selection and Scorecard Criteria XAdministering the RFX Process XReverse Auctions XAlternatives to the RFX--The Importance of Flexibility and Creativity in the Sourcing Process XXIn SummaryChapter Five: Scorecarding Suppliers XMeasuring Value: Developing Selection Criteria XThe Quantitative Analysis: Evaluating the Bid Portion of Supplier Proposals XThe Qualitative Approach: Developing the RFP Matrix XReferences XTeamwork and Objectivity XTechnology's Role XIn Summary XChapter Six: Negotiations XKnowing What to Negotiate XNegotiation Optimization: Developing Final Targets XGetting to "No" XXWhat Not to Do XXIn Summary XXChapter Seven: Get It in Writing XThe Contracting Phase XEssential Components of a Contract XAttachments XXContract Management XXMaking the Best Use of Your Legal Team XXContracting Pitfalls and Language to Avoid XXWorking Outside of a Contract: Pricing Agreements and Handshakes XXIn Summary XXChapter Eight: Implementation and Continuous Improvement XThe Challenges of Implementation XOvercoming Challenges XMonitoring Improvements After Implementation XSavings and Compliance Best Practices XXContinuous Improvement Initiatives XXIn Summary XXChapter Nine: What Not to Do During a Strategic Sourcing Initiative XCreating Overly Complex or Long RFPs XLetting the Supplier Write the RFP for You XRFP Spam XIn Summary XXPart Two: The ToolsChapter Ten: The Importance of Market Intelligence XThe Types of Market Intelligence XComponents of Success XBreaking Down the Components XXIn Summary XXChapter Eleven: Introduction to Procurement Technology XA Brief History of Procurement Technology XThe Solution Landscape XUpstream and Downstream Procurement XSpend Analysis XSourcing XReverse Auctions XXContract Lifecycle Management (CLM) XXSupplier Information Management (SIM) XXSupplier Performance Management (SPM) XXSupplier Risk Management (SRM) XXProcurement (PXP) XXInvoicing and Payment XXSXP Individual Products Versus Full-Suite Solutions XXIn Summary XXChapter Twelve: Increasing Stakeholder and Supplier Engagement XWhat Is a Stakeholder? XWho Are the Stakeholders? XThe Value Brought by Stakeholders XIn Summary XXChapter Thirteen: Leveraging Group Purchasing Organizations XTypes of GPOs XServices Provided by GPOs XBenefits of GPOs XGPO Disadvantages XBest Practices for Managing GPO Relationships XXSummary XXPart Three: Examples from the FieldChapter Fourteen: Supplier Collaboration XOpening Up Your Requirements XGiving Suppliers What They Need XHelping Suppliers With Their Supply Chain XCollaborating With Suppliers in Similar Industries XIn Summary XChapter Fifteen: Leveraging Supplier Feedback XAvoiding the RFP Process XMaking Yourself the Ideal Customer XExamples of Leveraging Supplier Feedback Successfully XIn Summary XChapter Sixteen: Opportunity Assessment and Sourcing Roadmap XIntroduction XStarting with Spend Analysis XProcurement Taxonomy XOpportunity Assessment XRoadmap XXIn Summary XXPart Four: How to Do It--SourcingChapter Seventeen: Determining Project Complexity XComplexity Drivers XIn Summary XXChapter Eighteen: Planning and Optimizing Low-complexity Projects XGetting Familiar with Low Complexity XWhere to Find Low Complexity Projects XDealing with Unexpected Complexity XAdding Complexity with Purpose XFactoring Low-complexity Projects into Your Roadmap XIn Summary XChapter Nineteen: Navigating High-Complexity Projects XProcess Drivers XProject Drivers XXIn Summary XXPart Five: How to Do It--Building and Managing an Indirect Procurement TeamChapter Twenty: Building an Indirect Procurement Team XDefining the Role of Procurement XDesigning the Framework XBuilding the Team XXIn Summary XXChapter Twenty-One: Team Training and Development XWhere to Begin XBalancing the Content XHow to Make It Stick XIn Summary XChapter Twenty-Two: Process, Policy, and Digitalization XEnacting the Change XThe Role of Governance XEnabling the Team through Technology XIn Summary XX

O autorze

Joe Payne is an industry-recognized expert in supply chain and procurement best practices. He specializes in increasing the value of procurement via innovative solutions and oversees delivery of both services and technology to help companies improve their procurement, supply chain, and financial processes.William R. Dorn is an operations, procurement, and product management leader. He is a process improvement and technology expert specializing in business transformation.David Pastore is a strategic sourcing expert and procurement thought leader. He specializes in enterprise-wide spend management and cost reduction programs.Jennifer Ulrich is an industry-wide authority on procurement, finance, digital transformation, and category management, focused on elevating the role of procurement through enhanced business processes.