Supplier Relationship Management: Unlocking the Hidden Value in Your Supply Base

Overview

The supply base represents a wealth of opportunity that can bring significant value to an organization’s brand value, competitive position and future security.

This book discusses the process of Supplier Relationship Management (SRM) – a discipline used to strategically plan and manage interactions with suppliers. Jonathan O’Brien offers a practical and structured approach to understanding and implementing SRM. He explores how to get the most out of a supply base by identifying ...

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Overview

The supply base represents a wealth of opportunity that can bring significant value to an organization’s brand value, competitive position and future security.

This book discusses the process of Supplier Relationship Management (SRM) – a discipline used to strategically plan and manage interactions with suppliers. Jonathan O’Brien offers a practical and structured approach to understanding and implementing SRM. He explores how to get the most out of a supply base by identifying the most important suppliers, improving and measuring current relationships and what to do when a relationship changes.

Topics covered include: identifying the power of a supply base, comparing suppliers, Supplier Management (SM) versus SRM, measurement approaches, improvement processes, the role of category management, reducing risk, internal SRM strategies and the life of a supplier relationship.

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Editorial Reviews

Buyers Meeting Point - Kelly Barner
"[A]n extensive look at the metrics, relationships, and change management considerations associated with supply base collaboration."
Wisconsin Bookwatch, The Business Shelf - Midwest Book Review
"[A]n advanced guide to managing suppliers ...an accessible yet invaluable reference for corporate managers and executives."
Spend Matters
"This deserves to become THE standard book on this topic ... This is a book that every senior procurement practitioner, and everyone involved with the management of strategically important suppliers, should have on their real or virtual bookshelf."
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Product Details

  • ISBN-13: 9780749468064
  • Publisher: Kogan Page, Ltd
  • Publication date: 10/28/2014
  • Pages: 424
  • Sales rank: 845,761
  • Product dimensions: 6.10 (w) x 9.20 (h) x 0.90 (d)

Meet the Author

Jonathan O’Brien is CEO of Positive Purchasing Ltd., an international purchasing consulting firm and training provider.  He has worked all over the world helping global organizations increase their purchasing capabilities. He is also the author of Category Management in Purchasing and Negotiation for Purchasing Professionals (Kogan Page).

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Table of Contents

About the author
Preface
Acknowledgements

Introduction

01 What we need from our suppliers is...
Our changing world
Supplier – friend or foe?
What we need from our suppliers

02 Five good reasons to get close to our suppliers
Setting the direction for SRM
VIPER: defining the value we need from suppliers

03 Introducing the orchestra of SRM
Defining SRM
An organization-wide philosophy
The three pillars of SRM
Introducing ‘the orchestra’ of SRM

04 Segmenting the supply base
Which suppliers should we spend time on?
Segmentation criteria
The segmentation process
Determining intervention and the right relationship

05 Supplier performance measurement
Why measure?
Introducing SPM
Common performance measurement approaches

06 Building a supplier performance measurement system
The SPM system
Step 1: Determine the SPM aim
Step 2: Supplier-specific requirements and targets
Step 3: Determine KPIs
Step 4: Measurement system design
Step 5: SPM outputs

07 Acting upon measurement
How much improvement?
Gauging the supplier’s appetite for improvement
Making them want to...
Learning from common improvement methodologies

08 Supplier improvement and development
Introducing ‘STPDR’
Step 1: Study the situation
Step 2: Target for improvement
Step 3: Plan
Step 4: Do
Step 5: Review
Making it work
Supplier development

09 Supplier management
A core activity
Managing for results
Supplier risk management
Supplier reviews

10 Contract management
Introducing contract management
Contract planning
Contract management
Exiting a contract

11 Relationship management
The right relationship
Staying in control of the relationship
Bribes, lunches and chai pani
Conflict and dispute

12 Supply chain management
Introducing supply chain management
The supply and value chain network
The five pillars of SCM
Supply and value chain network mapping
Optimizing supply and value chain networks

13 Strategic collaborative relationships
Introducing strategic collaborative relationships
Building strategic collaborative relationships
The ‘5A’ SCR process 333
International Standards for SCRs – ISO11000/BS11000

14 Innovation from suppliers
‘Let’s go get innovation from those suppliers!’
FIFI can help find innovation
Networking: a key enabler for innovation

15 The orchestra of SRM is ready to play
5P governance
Governance: people
Governance: proficiency
Governance: promote
Governance: pay-off
Governance: Programme
Where SRM sits in the organization
What the future holds
The orchestra of SRM is ready to play

Glossary
References
Index

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