操作效率戰(zhàn)術(shù)杠桿效應(yīng)戰(zhàn)略突破采購(gòu)定位&商務(wù)關(guān)系供應(yīng)商甄別商務(wù)關(guān)系采購(gòu)定位供應(yīng)商甄別市場(chǎng)分析矩陣OperationalefficiencyTacticalleverageStrategicbreakthroughSupplypositioning&supplierpreferencingincommercialrelationshipsCommercialrelationshipsSupplypositioningSupplierpreferenceThemarketmatrix…..管理采購(gòu)市場(chǎng)…業(yè)務(wù)關(guān)系以改變價(jià)值鏈總資產(chǎn)投資者權(quán)益

戰(zhàn)略聯(lián)盟

聯(lián)合發(fā)展

業(yè)務(wù)伙伴

長(zhǎng)期合同

優(yōu)先供應(yīng)商

競(jìng)價(jià)

短期合同

現(xiàn)貨市場(chǎng)

外包或剝離獲得或納入密切合作市場(chǎng)競(jìng)爭(zhēng)核心戰(zhàn)略戰(zhàn)略缺省進(jìn)入或控制戰(zhàn)略能力Ref:TransformYourSupplyChainbyJHughes,MRalf&BMichels伙伴關(guān)系認(rèn)定供應(yīng)商優(yōu)先供應(yīng)商核準(zhǔn)供應(yīng)商無(wú)選擇戰(zhàn)略購(gòu)買(采購(gòu))發(fā)展與采購(gòu)市場(chǎng)接近和互動(dòng)的途徑，來(lái)對(duì)現(xiàn)在和將來(lái)施加決定性的影響，并達(dá)到供應(yīng)商對(duì)公司業(yè)績(jī)的最大貢獻(xiàn)你是否能使采購(gòu)市場(chǎng)成為一個(gè)有意愿的、能滿足需求的、有質(zhì)量的和有保證的采購(gòu)基礎(chǔ)呢？…..managingthesupplymarket…businessrelationshipstotransformthevaluechainTotalequityInvestmentstakeStrategicalliancesJointdevelopment PerformancepartnershipsLong-termcontractingPreferredsuppliersCompetitivebidsShorttermcontractsSpotmarket

OutsourceordivestAcquireorin-sourceCloseCollaborationMarketCompetitionCoreStrategyOffStrategyAssessto&ControloverStrategicCapabilitiesRef:TransformYourSupplyChainbyJHughes,MRalf&BMichelsPARTNERSHIPSCERTIFIEDSUPPLIERSPREFERREDSUPPLIERSAPPROVEDSUPPLIERSNOCHOICEStrategicPurchasing(Procurement)ThedevelopmentofwaysofapproachingandinteractingwithasupplymarketinordertoexercisedeterministicinfluenceonitbothnowandinthefuturewiththeaimofobtainingmaximumsuppliercontributiontocorporateperformanceAreyoumanagingthesupplymarketintoawilling,able,qualityandcommittedsupplybase?采購(gòu)定位戰(zhàn)術(shù)性收益戰(zhàn)術(shù)性采購(gòu)戰(zhàn)略性安全戰(zhàn)略性關(guān)鍵……戰(zhàn)略性采購(gòu)開始于對(duì)采購(gòu)之物的理解和區(qū)分……SupplyPositioningTacticalProfitTacticalAcquisitionStrategicSecurityStrategicCritical…strategicprocurementbeginswithunderstanding&differentiatingwhatwearebuying..….

?+++++++++風(fēng)險(xiǎn)或暴露的問題相關(guān)費(fèi)用確立采購(gòu)定位分析ABC2050100%8098100%累積支付累積訂單處購(gòu)買及帕雷托曲線PMMS采購(gòu)定位采購(gòu)床單的帕雷托分析……聚焦于何處？A/B/C?…或

?+++++++++RiskorExposureRelativeCostSettingupSupplyPositioningAnalysisABC2050100%8098100%CumulativeSpendCumulativeNumberofOrdersPurchasingandtheParetoCurveCopyrightPMMSSupplyPositioningParetoanalysisforyourprocurementorders….whereshouldyoufocus?A/B/C?…or技術(shù)改變的速度規(guī)格的復(fù)雜性環(huán)境因素的要求公司的盲點(diǎn)流程的復(fù)雜性交貨時(shí)間…..替換不可供的商品供應(yīng)商的信賴性供應(yīng)商數(shù)量供應(yīng)鏈長(zhǎng)度、風(fēng)險(xiǎn)市場(chǎng)容量經(jīng)濟(jì)變動(dòng)因素安全性要求……風(fēng)險(xiǎn)因素分析……什么是采購(gòu)定位分析中的風(fēng)險(xiǎn)PaceoftechnicalchangeComplexityofspecificationEnvironmentalrequirementsCompanyblindspot…ProcesscomplexityLeadtime…..Alternativesnon-availablityDependencyofSupplierNumberofSuppliersSupplychainlength,dangersMarketcapacityEconomicvolatilitySafetyrequirements……RiskAxisAnalysis…whatisriskorexposureinthesupplypositioninganalysis采購(gòu)定位及目標(biāo)：PMMS采購(gòu)定位戰(zhàn)略性安全戰(zhàn)略性采購(gòu)技術(shù)性購(gòu)買技術(shù)性利潤(rùn)風(fēng)險(xiǎn)相關(guān)費(fèi)用采購(gòu)定位分析確保供給供應(yīng)商管理注意力最小化利潤(rùn)驅(qū)動(dòng)風(fēng)險(xiǎn)相關(guān)費(fèi)用采購(gòu)定位及購(gòu)買目標(biāo)SupplyPositioningandProcurementGoalsCopyrightPMMSSupplyPositioningSTRATEGICSECURITYSTRATEGICCRITICALTACTICALACQUISITIONTACTICALPROFITRiskorExposureRelativeCostTheSupplyPositioningAnalysisENSURESUPPLYMANAGESUPPLIERMINIMISEATTENTIONDRIVEPROFITRiskorExposureRelativeCostSupplyPositioningandPurchasingGoals目標(biāo)、市場(chǎng)及機(jī)遇評(píng)審以做得更好更少的供應(yīng)商最密切的關(guān)系發(fā)展持續(xù)的競(jìng)爭(zhēng)優(yōu)勢(shì)提高組織“USP”戰(zhàn)略關(guān)鍵性采購(gòu)Objectives,Market+OpportunityCheckingandsearchingtodobetterFewerSuppliersClosestrelationshipsDevelopsustainedcompetitiveadvantageEnhanceorganisations“USP”StrategicCriticalProcurements目標(biāo)、市場(chǎng)及機(jī)遇確保供應(yīng)少量供應(yīng)商寡頭、雙寡頭采購(gòu)市場(chǎng)化脫離這一位置戰(zhàn)略安全性采購(gòu)Objectives,Market+Opportunityensuresuppliessmallnumberofsuppliersmonopoly,duopolyprocurementmarketingmoveoutofthisquadrantStrategicSecurityProcurements目標(biāo)、市場(chǎng)及機(jī)遇組織、順其自然眾多供應(yīng)商供應(yīng)的可變性減少多方投入多方流程費(fèi)用戰(zhàn)術(shù)性購(gòu)買Objectives,Market+Opportunityorganiseandletgomanysuppliersinter-changeabilityofsupplyreduceeffortforallremoveprocesscostforallTacticalAcquisition目標(biāo)、市場(chǎng)及機(jī)遇改進(jìn)交易方式利潤(rùn)驅(qū)動(dòng)眾多貨源應(yīng)對(duì)市場(chǎng)變動(dòng)基于對(duì)采購(gòu)市場(chǎng)的了解–在最低價(jià)時(shí)買入戰(zhàn)術(shù)性利潤(rùn)Objectives,Market+Opportunitydeveloptradingapproachdriveforprofitmanysourcesfluidmarketsituationuseknowledge-buyatbottomofmarketTacticalProfit發(fā)展可挖掘的不喜好關(guān)鍵相關(guān)商業(yè)價(jià)值$客戶吸引力供應(yīng)商偏好DEVELOPMENTEXPLOITABLENUISANCECORERelativeValueofBusiness$AttractivenessoftheAccountSUPPLIER’SPREFERENCE盈利能力銷售量市場(chǎng)份額市場(chǎng)形象增長(zhǎng)/降低速度發(fā)展可能性未來(lái)生存能力產(chǎn)品知識(shí)/技術(shù)定價(jià)政策折扣要求價(jià)格下降要求競(jìng)爭(zhēng)采購(gòu)定位矩陣的位置忠誠(chéng)度契約長(zhǎng)度可靠性地域關(guān)系/態(tài)度是否容易處理購(gòu)買策略及程序?qū)I(yè)性支付方式售后行動(dòng)獨(dú)有供應(yīng)商…供應(yīng)商眼中的吸引力在供應(yīng)商或者采購(gòu)市場(chǎng)中，康佳的“吸引力”有多大？對(duì)康佳而言，還有什么？ProfitabilitySalesvolumeMarketshareMarketImageRateofGrowth/DeclineDevelopmentpotentialFutureviabilityProductknowledge/technologyPricingpolicyDemandsfordiscountDemandsforpricereductionsCompetitivenessPositionon‘Supplypositioning’matrixLoyaltyLengthofcontractReliabilityGeographyRelationship/attitudeEasytodealwithPurchasingpolicyandproceduresProfessionalismPaymenttermsAfter-salesactivitiesExclusivesupply…AttractivenessintheeyesofsuppliersHow“attractive”isKonkaintheeyesofyoursuppliers/supplymarket?WhatelseforKonka?發(fā)展 關(guān)鍵

培養(yǎng)顧客 保護(hù)客戶

擴(kuò)大業(yè)務(wù) 呵護(hù)

尋找新機(jī)會(huì) 高水準(zhǔn)的服務(wù)

高責(zé)任度不喜好的 可挖掘的

減少關(guān)注 努力得到最優(yōu)價(jià)格

不怕失去 尋求短期收益

失去客戶的風(fēng)險(xiǎn)賣方故事：經(jīng)營(yíng)戰(zhàn)略高對(duì)客戶的吸引力低低高相對(duì)商業(yè)價(jià)值Development Core

NurtureClient CossetClientExpandBusiness DefendVigorouslySeekNewOpportunities HighLevelofService HighResponsivenessNuisance ExploitableGiveLowAttention DrivePremiumPriceLosewithoutPain SeekShortTermGain RiskLosingCustomerTheSeller’sTale:BusinessStrategyHighAttractivenessoftheAccountLowLowHighRelativeValueoftheBusinessPMMS發(fā)展關(guān)鍵可挖掘的不喜好的發(fā)展關(guān)鍵可挖掘的不喜好的發(fā)展關(guān)鍵可開發(fā)的不喜好的尋找相互信賴的領(lǐng)域保持長(zhǎng)期關(guān)系改變供應(yīng)商提供激勵(lì)機(jī)制改變供應(yīng)商

監(jiān)督價(jià)格及服務(wù)趨勢(shì)發(fā)展關(guān)鍵可開發(fā)的不喜好的共同工作以發(fā)展業(yè)務(wù)潛在長(zhǎng)期關(guān)系提高吸引力

改變供應(yīng)商風(fēng)險(xiǎn)程度很高高風(fēng)險(xiǎn)提高相互信賴性

尋求競(jìng)爭(zhēng)鼓勵(lì)參與

尋求共同發(fā)展牢固的地位

提高自身利潤(rùn)不符合更換供應(yīng)商對(duì)手地位

考慮力量均衡

考慮其他貨源提供激勵(lì)機(jī)制

提高相互信賴程度強(qiáng)化地位

保持關(guān)系

提供其他機(jī)會(huì)消極關(guān)系

尋找替代供應(yīng)商監(jiān)督價(jià)格變更趨勢(shì)

增加吸引力

尋求替代供應(yīng)商高風(fēng)險(xiǎn)戰(zhàn)略性安全戰(zhàn)略性關(guān)鍵技術(shù)性購(gòu)買戰(zhàn)術(shù)性利潤(rùn)市場(chǎng)管理矩陣…條件相符??…采取什么行動(dòng)???CopyrightPMMSDevelopmentCoreExploitableNuisanceDevelopmentCoreExploitableNuisanceDevelopmentCoreExploitableNuisance

SeekareasofMutualdependency

Maintainlongtermrelationship

ChangeSupplierOfferIncentives

ChangeSupplierMonitorpriceandservicetrendsDevelopmentCoreExploitableNuisance

Worktogethertodevelopbusiness

Potentiallongtermrelationship

RaiseAttractionChangeSupplierVeryHighRiskHighRisk

RaiseMutualdependencySeekcompetition

EncourageparticipationSeekmutualdevelopments

SoundpositionImproveownprofit

MismatchChangeSupplier

AdversarialpositionCheckpowerbalanceConsiderothersources

Offerincentivesraisemutualdependency

StrongpositionMaintainrelationshipOfferotheropportunities

PassiverelationshipSeekalternativesupplier

MonitorpricetrendIncreaseattractionSeekalternativesHighRiskStrategicSecurityStrategicCriticalTacticalAcquisitionTacticalProfitMarketManagementMatrix…goodmatch??….whatactionsthen???供應(yīng)商表現(xiàn)改善PMMS關(guān)系因素產(chǎn)品質(zhì)量及一致性交付表現(xiàn)價(jià)格變動(dòng)/降價(jià)票據(jù)的準(zhǔn)確性訂單數(shù)量的準(zhǔn)確性對(duì)問題的反應(yīng)交流的容易度管理約定/利益VIP項(xiàng)目因素選定目標(biāo)供應(yīng)商確定交流方式開放交流過程理解供應(yīng)商目標(biāo)增加透明度理解供應(yīng)市場(chǎng)開始采購(gòu)市場(chǎng)化確定供應(yīng)商評(píng)級(jí)推選戰(zhàn)略計(jì)劃提供激勵(lì)機(jī)制供應(yīng)商表現(xiàn)改善購(gòu)買集團(tuán)如何支持供應(yīng)商專家經(jīng)驗(yàn)有利的支付方式注入資本–金融權(quán)益代表供應(yīng)商長(zhǎng)期合同提高專業(yè)性培訓(xùn)員工優(yōu)惠貸款評(píng)分示例10不完全及不充分的文件9文件系統(tǒng)符合規(guī)格8符合EDI要求并有可接受的計(jì)劃7建立關(guān)聯(lián)、可操作性6EDI中的交付說明5對(duì)EDI提出建議4對(duì)EDI開出清單3EDI的應(yīng)付/應(yīng)收憑證2匯款證明

會(huì)計(jì)聲明

價(jià)格清單…全建立在EDI基礎(chǔ)上1自動(dòng)升級(jí)的系統(tǒng)0供應(yīng)商支付交易費(fèi)用SupplierPerformanceImprovementCopyrightPMMSASPECTSOFRELATIONSHIPProductQualityandConsistencyDeliveryPerformancePriceMovement/CostReductionInvoiceAccuracyOrderQuantityAccuracyResponsetoProblemsEaseofCommunicationManagementCommitment/InterestAVIPPROGRAMMEELEMENTSSelectTargetSuppliersIdentifyCommunicationMethodOpentheCommunicationProcessUnderstandSupplier’sObjectivesIncreaseVisibilityUnderstandtheSupplyMarketStartProcurementMarketingSetUpVendorRatingImplementStrategicPlansProvideIncentivesSupplierPerformanceImprovementHOWTHEBUYINGORGANISATIONCANSUPPORTTHESUPPLIERLendExpertiseFavourablePaymentTermsInjectCapital-FinancialStakeRepresentedonSupplier’sBoardLongTermContractsExpertiseBuildUpStaffTrainingAdvantageousLoansEXAMPLEOFSCORING10pleteandInadequatePaperwork9PaperworkSystemsMeetSpecification8CommittedtoEDIandhasAcceptablePlan7LinksestablishedandOneMessageOperational6DeliveryInstructionsonEDI5DespatchAdviceonEDI4InvoiceonEDI3Debit/CreditNotesonEDI2RemittanceAdviceStatementofAccountingPriceLists...AllonEDI1SystemsNowUpdatedAutomatically0SupplierSupportsCostsofTransactions影響力及條件設(shè)定PMMS買方影響力銷售階段細(xì)節(jié)討論初步討論談判階段簽訂合約交付確定交付協(xié)定供應(yīng)商利益周期影響及條件設(shè)定提高效益對(duì)采購(gòu)進(jìn)行全新思考認(rèn)識(shí)到已有的良好信譽(yù)尋求升級(jí)及改進(jìn)著力于創(chuàng)造長(zhǎng)期關(guān)系我們改進(jìn)交付環(huán)節(jié)尋求新關(guān)系您的協(xié)助我們要Influence&ConditioningCopyrightPMMSBUYER'SINFLUENCESelling

PhaseDetailedDiscussionInitialDiscussionNegotiationPhaseContractPlacedDeliveryMadePaymentDueSUPPLIER'SINTERESTCYCLEInfluence&ConditioningRAISINGINTERESTUndertakingacompleterethinkofourPurchasingAwareofyourgoodreputationSeekingtoupgradeInterestedinalongtermrelationshipWEAREToimproveaspectsofdeliveryToexplorenewrelationshipsYourhelpWENEED影響及條件設(shè)定CopyrightPMMS影響及條件設(shè)定減少興趣盡管已經(jīng)應(yīng)該進(jìn)行市場(chǎng)測(cè)定先對(duì)自己進(jìn)行全面測(cè)定與工藝部門還未進(jìn)行任何討論對(duì)當(dāng)前供應(yīng)商滿意度非常高打算分割業(yè)務(wù)邀請(qǐng)15家公司競(jìng)價(jià)對(duì)現(xiàn)有規(guī)格的變化不感興趣以書面服從為基礎(chǔ)衡量付款期為90天停止賣方出售，通過：告知對(duì)方已經(jīng)得到了這筆交易告知對(duì)方他沒有任何競(jìng)爭(zhēng)對(duì)手告知對(duì)方當(dāng)前他的產(chǎn)品是最佳的告知對(duì)方擁有最低的價(jià)格告知對(duì)方他的交付情況是最好的通過行動(dòng)的方式告知對(duì)方任何一個(gè)上述情況以不禮貌或不能被容忍的態(tài)度接觸對(duì)方采購(gòu)要求過于繁復(fù)文件過于繁復(fù)過快進(jìn)入價(jià)格討論階段Influence&ConditioningCopyrightPMMSInfluence&ConditioningDEPRESSINGINTERESTThoughtitwastimetocheckthemarketJustcheckingyououtHavenotyethadanydiscussionwithengineeringAreverysatisfiedwithourexistingsupplierIntendtosplitthebusinessAsking15companiestobidNotinterestedindeviationsfromthespecificationWillevaluatebidsonthebasisofawrittensubmissionOutpaymenttermsare90daysSTOPTHESELLERSELLINGBYTellinghimhehasgotthedealTellinghimthathehasnocompetitionTellinghimthathisisbyfarthebestproductTellinghimthathehasthelowestpriceTellinghimthathehasthebestdeliverytermsBehavinginawaywhichcommunicatesanyoftheaboveBehavinginadiscourteousoroverbearingmannerHavingtooonerouspurchasingtermsHavingtoocomplicatedpaperworkMovingtooquicklytopricediscussion…..在價(jià)格及合同之外….版權(quán)PMMS“價(jià)值”由一個(gè)宏觀商業(yè)遠(yuǎn)景的變量而來(lái)微觀從角度p價(jià)格渠道從

微觀VISIONp價(jià)格渠道在合同以內(nèi)從微觀角度到宏觀角度p價(jià)格渠道在合同以內(nèi)合同之外p盈利性的影響麥肯錫案例對(duì)于一個(gè)項(xiàng)目來(lái)說，如果在預(yù)算內(nèi)完成，但時(shí)間上延誤了6個(gè)月，那么在未來(lái)五年內(nèi)，利潤(rùn)將減少33%但是相反，如果一個(gè)項(xiàng)目按時(shí)完成，但是增加了50%的預(yù)算，在未來(lái)五年內(nèi)，利潤(rùn)將只減少4%信任是指交易一方對(duì)另一方的預(yù)期，即對(duì)方將以一種可預(yù)見的并雙方均可接受的方式進(jìn)行合作。對(duì)行為的可預(yù)言性起源于三種不同的起因，這就使我們可以區(qū)分這三種不同的信任方式如下：契約性信任

能力性信任

善意性信任信任的天性信任的三種方式契約性信任–將保證承諾(書面及口頭的)及遵守公認(rèn)的商業(yè)慣例、行為做為一個(gè)整體來(lái)接受能力性信任–對(duì)于合作伙伴的預(yù)期，認(rèn)為對(duì)方有能力完成任務(wù)(技術(shù)上、管理上等等)，并能與專業(yè)標(biāo)準(zhǔn)一致善意性信任–包括“開放式的”承諾–有意愿做在正式要求以外的東西，并準(zhǔn)備好同意合作伙伴的要求或任何發(fā)現(xiàn)改善機(jī)會(huì)。這同時(shí)表明合作伙伴并無(wú)機(jī)會(huì)主義者的行為?！?.beyondcontractandprice….CopyrightPMMSPartnershipRelationsh