1. Basic Process Steps
Bill Kohnen - 采购副总裁
Strategic Sourcing
战略采购

2. 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

3. 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

4. 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

5. • 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

6. • 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

7. • 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

8. • 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

9. • 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

10. Requirements for Best Results
最好的结果的要求
 Skilled Strategic Sourcing Team
 Organizational commitment
 Effective utilization of resources
 Knowledge of emerging trends
 E Commerce
 Customer centric commerce process
 Ability to collect and organize
 Improving ease of use to improve compliance
 Global Sourcing Experience