Profitable purchasing strategies: a manager's guide for improving organizational competitiveness through the skills of purchasing
Saved in:
| Main Authors: | , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
London [u.a.]
McGraw-Hill
1996
|
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | XII, 235 S. graph. Darst. |
| ISBN: | 0077092147 |
Staff View
MARC
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| 245 | 1 | 0 | |a Profitable purchasing strategies |b a manager's guide for improving organizational competitiveness through the skills of purchasing |c Paul T. Steele and Brian H. Court |
| 264 | 1 | |a London [u.a.] |b McGraw-Hill |c 1996 | |
| 300 | |a XII, 235 S. |b graph. Darst. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
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| 650 | 7 | |a Achat - Gestion |2 ram | |
| 650 | 7 | |a Approvisionnement dans l'entreprise |2 ram | |
| 650 | 7 | |a Compras (administracao) |2 larpcal | |
| 650 | 7 | |a Inkoopbeleid |2 gtt | |
| 650 | 7 | |a Planification strtatégique |2 ram | |
| 650 | 4 | |a Industrial procurement |x Management | |
| 650 | 4 | |a Purchasing |x Management | |
| 650 | 4 | |a Strategic planning | |
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Record in the Search Index
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|---|---|
| adam_text | Contents Acknowledgements ix
Preface xi
1 What is purchasing ... and why should it be strategic? 1
Purchasing defined 2
The scope of purchasing 2
Creating profit in a business 4
The four processes examined 4
The place of purchasing 7
The financial impact of the functions 7
Purchasing as a strategic process 11
Purchasing strategy and strategic purchasing 13
Notes and references 13
2 Building a purchasing strategy 14
Contribution and influence 15
Purchasing and audit framework 16
Organization 19
Relationships (internal and external) 20
Systems 22
Staffing and training 23
The enabling foundation 24
Summary 25
3 Strategic purchasing: understanding and influencing the
supply market 26
Current problems 26
Upstream and downstream management 27
Supply planning 29
Special requirements identification 31
Contract strategy 34
Supplier selection 35
Finalize contract 37
Summary 38
V
vi CONTENTS 4 Understanding the basics of purchasing 40
Anyone can buy 40
Price is always related to cost 42
Price is always related to volume 42
Buyer power increases with the size of the organization 43
Price lists are set in stone 44
Competitive bidding gets the best prices 44
Negotiation downwards endangers service and quality 45
Sealed bidding is the most secure method 46
Multiple sourcing increases competition 46
Partnerships benefit the buyer 48
Price formulae protect the buyer 48
The buyer has no power when dealing with a monopoly 49
Payments do not matter 49
Summary 50
Notes and references 50
5 Supply positioning 51
Pareto analysis 52
Setting up a supply positioning analysis 54
Supply market segmentation 55
Purchasing goals 56
Purchasing action scenarios 58
Other applications 63
Conglomerates purchasing 63
Summary 66
Notes and references 66
6 Supplier preferences 67
Key account management 67
Customer segmentation by suppliers 69
Matching supply positioning with customer segmentation 71
Summary 81
Notes and references 83
7 Vulnerability management 84
Identifying vulnerabilities 86
Assessing the risk 89
Managing the risk 91
Vulnerability analysis 94
A worked example 94
__ vii
Cost reduction 97
Other issues to consider 98
Summary 98
Notes and references 98
8 Influencing the supply market 99
Procurement marketing 99
Reverse marketing 10 5
Affirmative vendor improvement 109
The Ten(d) to Zero Programme 112
Summary 116
Notes and references 116
9 The buyer supplier interface 117
Specific requirements identification 117
Getting early involvement 120
Supplier buyer conditioning 121
Conditioning the buyer 123
Keeping the seller selling 128
Conditioning the seller 131
Summary 133
10 Options for supplier relationships 134
fl Make vs buy 134
/ Market analysis 137
Supplier relationships: suspicion or synergy? 138
Changes in the supply market 139
The buyer s response to the changing market 142
The dependency dilemma 144
Supply market orientated role for purchasing 145
Assessing competitive advantage 149
Summary 152
Notes and references 152
11 Partnership sourcing 153
What is partnership sourcing? 154
Why develop partnership sourcing? 155
Declared partnership goals 155
Key issues 158
Partnership sourcing in action 166
Summary 169
Notes and references 169
viii CONTENTS 12 Monopolies and cartels 171
Monopolies 172
Determining the extent of a supply monopoly 172
Strategies to redress the balance 178
Cartels 183
Summary 186
Notes and references 187
13 Organizing for impact 188
The Parkin Wheel 188
External environment 190
Role 192
Relationships 195
Systems and structures 199
Resources 209
Summary 211
Notes and references 211
14 Measurement, audit, and benchmarking 213
Why measure? 213
Operational or strategic? 217
The use of indicators 217
Overall indicators 218
Indicators related to supply positioning 219
Limitations of indicators 225
Management by objectives 225
Measurement summary 226
Benchmarking 227
The best practices profile 228
Building blocks: purchasing strategy 229
Building blocks: strategic purchasing 231
Summary 232
Index 233
|
| adam_txt |
Contents Acknowledgements ix
Preface xi
1 What is purchasing . and why should it be strategic? 1
Purchasing defined 2
The scope of purchasing 2
Creating profit in a business 4
The four processes examined 4
The place of purchasing 7
The financial impact of the functions 7
Purchasing as a strategic process 11
Purchasing strategy and strategic purchasing 13
Notes and references 13
2 Building a purchasing strategy 14
Contribution and influence 15
Purchasing and audit framework 16
Organization 19
Relationships (internal and external) 20
Systems 22
Staffing and training 23
The enabling foundation 24
Summary 25
3 Strategic purchasing: understanding and influencing the
supply market 26
Current problems 26
Upstream and downstream management 27
Supply planning 29
Special requirements identification 31
Contract strategy 34
Supplier selection 35
Finalize contract 37
Summary 38
V
vi CONTENTS 4 Understanding the basics of purchasing 40
'Anyone can buy' 40
'Price is always related to cost' 42
'Price is always related to volume' 42
'Buyer power increases with the size of the organization' 43
'Price lists are set in stone' 44
'Competitive bidding gets the best prices' 44
'Negotiation downwards endangers service and quality' 45
'Sealed bidding is the most secure method' 46
'Multiple sourcing increases competition' 46
'Partnerships benefit the buyer' 48
'Price formulae protect the buyer' 48
'The buyer has no power when dealing with a monopoly' 49
'Payments do not matter' 49
Summary 50
Notes and references 50
5 Supply positioning 51
Pareto analysis 52
Setting up a supply positioning analysis 54
Supply market segmentation 55
Purchasing goals 56
Purchasing action scenarios 58
Other applications 63
Conglomerates' purchasing 63
Summary 66
Notes and references 66
6 Supplier preferences 67
Key account management 67
Customer segmentation by suppliers 69
Matching supply positioning with customer segmentation 71
Summary 81
Notes and references 83
7 Vulnerability management 84
Identifying vulnerabilities 86
Assessing the risk 89
Managing the risk 91
Vulnerability analysis 94
A worked example 94
_ vii
Cost reduction 97
Other issues to consider 98
Summary 98
Notes and references 98
8 Influencing the supply market 99
Procurement marketing 99
Reverse marketing 10 5
Affirmative vendor improvement 109
The Ten(d) to Zero Programme 112
Summary 116
Notes and references 116
9 The buyer supplier interface 117
Specific requirements identification 117
Getting early involvement 120
Supplier buyer conditioning 121
Conditioning the buyer 123
Keeping the seller selling 128
Conditioning the seller 131
Summary 133
10 Options for supplier relationships 134
fl Make vs buy 134
/ Market analysis 137
Supplier relationships: suspicion or synergy? 138
Changes in the supply market 139
The buyer's response to the changing market 142
The 'dependency dilemma' 144
Supply market orientated role for purchasing 145
Assessing competitive advantage 149
Summary 152
Notes and references 152
11 Partnership sourcing 153
What is partnership sourcing? 154
Why develop partnership sourcing? 155
Declared partnership goals 155
Key issues 158
Partnership sourcing in action 166
Summary 169
Notes and references 169
viii CONTENTS 12 Monopolies and cartels 171
Monopolies 172
Determining the extent of a supply monopoly 172
Strategies to redress the balance 178
Cartels 183
Summary 186
Notes and references 187
13 Organizing for impact 188
The Parkin Wheel 188
External environment 190
Role 192
Relationships 195
Systems and structures 199
Resources 209
Summary 211
Notes and references 211
14 Measurement, audit, and benchmarking 213
Why measure? 213
Operational or strategic? 217
The use of indicators 217
Overall indicators 218
Indicators related to supply positioning 219
Limitations of indicators 225
Management by objectives 225
Measurement summary 226
Benchmarking 227
The best practices profile 228
Building blocks: purchasing strategy 229
Building blocks: strategic purchasing 231
Summary 232
Index 233 |
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| illustrated | Illustrated |
| index_date | 2024-07-02T16:06:55Z |
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| isbn | 0077092147 |
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| spelling | Steele, Paul T. Verfasser aut Profitable purchasing strategies a manager's guide for improving organizational competitiveness through the skills of purchasing Paul T. Steele and Brian H. Court London [u.a.] McGraw-Hill 1996 XII, 235 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Achat - Gestion ram Approvisionnement dans l'entreprise ram Compras (administracao) larpcal Inkoopbeleid gtt Planification strtatégique ram Industrial procurement Management Purchasing Management Strategic planning Beschaffungsorganisation (DE-588)4131992-8 gnd rswk-swf Beschaffungsorganisation (DE-588)4131992-8 s DE-604 Court, Brian H. Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=015156000&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Steele, Paul T. Court, Brian H. Profitable purchasing strategies a manager's guide for improving organizational competitiveness through the skills of purchasing Achat - Gestion ram Approvisionnement dans l'entreprise ram Compras (administracao) larpcal Inkoopbeleid gtt Planification strtatégique ram Industrial procurement Management Purchasing Management Strategic planning Beschaffungsorganisation (DE-588)4131992-8 gnd |
| subject_GND | (DE-588)4131992-8 |
| title | Profitable purchasing strategies a manager's guide for improving organizational competitiveness through the skills of purchasing |
| title_auth | Profitable purchasing strategies a manager's guide for improving organizational competitiveness through the skills of purchasing |
| title_exact_search | Profitable purchasing strategies a manager's guide for improving organizational competitiveness through the skills of purchasing |
| title_exact_search_txtP | Profitable purchasing strategies a manager's guide for improving organizational competitiveness through the skills of purchasing |
| title_full | Profitable purchasing strategies a manager's guide for improving organizational competitiveness through the skills of purchasing Paul T. Steele and Brian H. Court |
| title_fullStr | Profitable purchasing strategies a manager's guide for improving organizational competitiveness through the skills of purchasing Paul T. Steele and Brian H. Court |
| title_full_unstemmed | Profitable purchasing strategies a manager's guide for improving organizational competitiveness through the skills of purchasing Paul T. Steele and Brian H. Court |
| title_short | Profitable purchasing strategies |
| title_sort | profitable purchasing strategies a manager s guide for improving organizational competitiveness through the skills of purchasing |
| title_sub | a manager's guide for improving organizational competitiveness through the skills of purchasing |
| topic | Achat - Gestion ram Approvisionnement dans l'entreprise ram Compras (administracao) larpcal Inkoopbeleid gtt Planification strtatégique ram Industrial procurement Management Purchasing Management Strategic planning Beschaffungsorganisation (DE-588)4131992-8 gnd |
| topic_facet | Achat - Gestion Approvisionnement dans l'entreprise Compras (administracao) Inkoopbeleid Planification strtatégique Industrial procurement Management Purchasing Management Strategic planning Beschaffungsorganisation |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=015156000&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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