Supplier Relationship Management: How to Maximize Vendor Value and Opportunity (Paperback)

There’s a new buzz phrase in the air: Supplier Relationship Management (SRM). Corporate executives know it’s necessary, but there’s only one problem. Nobody yet knows how to do it. Or they think it’s all about bashing your vendors over the head until they reduce the price another 4%. Supplier Relationship Management: How to Maximize Vendor Value and Opportunity changes all that. 

Containing the best and most innovative advice from the operations and procurement experts at consultant AT Kearney, this book shows that SRM is at root a strategic discussion requiring cross-functional interaction and internal alignment at the highest levels. It requires an honest appraisal of the value that suppliers now bring to your firm, as well as their potential value. It then requires a frank and constructive business-to-business dialogue about how to improve the relationship. When this happens, a company reaps myriad benefits, ranging from new opportunity to added value to competitive advantage—and, quite likely, to overall (and sometimes substantial) cost reductions. 

This book shows the most concrete methods you can use today to:

• Identify value-adding opportunities in the supply chain
• Work closely with suppliers to maximize the benefits
• Work the “Critical Cluster” of suppliers, where the greatest opportunity for advantage lies
• Review suppliers to encourage constant gains in quality and cost
• Turn your SRM strategy into a major competitive advantage

Supplier Relationship Management introduces and explains the Supplier Interaction Model, a key tool that will help you get the most from your supplier relationships. It segments the supplier universe into nine categories, from those you want to run away from fast to those so good and so useful to your organization that it can make sense to invest in them directly. Numerous case studies show how to apply the principles to your situation. 

Supplier Relationship Management burns off the fog that has surrounded the procurement process for far too long. It is the definitive guide for business executives who want to get the maximum benefits from suppliers and gain very real advantages over competitors.

What you’ll learn

• How to manage supplier relationships to promote efficiency and improve profitability
• How to tap into opportunities by working more strategically with the “Crucial Cluster” of high-performing suppliers
• When and how to apply true partnering approaches to maximize the benefits for both organizations
• How to identify the suppliers who will provide the greatest long-term value
• When to look to suppliers for innovation and better practices 
• How to turn supplier management into a true competitive advantage  

Who this book is for

Chief procurement officers, operations managers, purchasing officers, supply chain executives, C-level executives, and non-procurement managers who need to understand how to save money and grease operations by managing supplier relationships better.

Table of Contents

• Procurement Success vs. SRM Failure
• Supplier Relationship Management
  
• To SRM and Beyond!
  
• Introducing Supplier Interaction Models 
  
• The “Ordinaries” 
  
• “Problem Children”
  
• The “Critical Cluster” 
  
• Putting Supplier Interaction Models to Work 
  
• The Role of IT in TrueSRM
  
• The “Difference” You Get from TrueSRM

有一個新的熱門詞彙在空氣中傳播：供應商關係管理（SRM）。企業高層知道這是必要的，但只有一個問題。目前還沒有人知道如何做到。或者他們認為這只是通過打壓供應商，迫使他們再降價4%。《供應商關係管理：如何最大化供應商價值和機會》改變了這一切。

這本書收錄了顧問公司AT Kearney的運營和採購專家提供的最佳和最創新的建議，顯示SRM本質上是一個需要跨職能部門互動和內部協調的戰略討論。它需要對供應商現在為您的公司帶來的價值進行誠實的評估，以及他們的潛在價值。然後需要進行坦誠和建設性的企業間對話，討論如何改善關係。當這種情況發生時，公司將獲得眾多好處，從新機會到增加價值到競爭優勢，甚至可能實現整體（有時是大幅）成本降低。

這本書展示了您今天可以使用的最具體方法，包括：

- 在供應鏈中識別增值機會
- 與供應商密切合作，最大化利益
- 與最有機會獲得優勢的“關鍵集群”供應商合作
- 審查供應商，鼓勵不斷提高質量和降低成本
- 將您的SRM戰略轉化為重要的競爭優勢

《供應商關係管理》介紹並解釋了供應商互動模型，這是一個關鍵工具，將幫助您從供應商關係中獲得最大利益。它將供應商分為九個類別，從您希望盡快遠離的供應商到對您的組織非常有用的供應商，直接投資於它們是有意義的。大量的案例研究展示了如何將這些原則應用於您的情況。

《供應商關係管理》消除了長期以來圍繞採購過程的困惑。這是企業高層想要從供應商獲得最大利益並在競爭中獲得實際優勢的決定性指南。