Table of Contents 1
Cover
5
Preface
WHAT THIS BOOK WILL DO FOR YOU
WHO WE ARE
HOW THIS BOOK IS ORGANIZED
BEGINNING YOUR JOURNEY
7
About the Authors
JOE PAYNE
WILLIAM R. DORN
DAVID PASTORE
JENNIFER ULRICH
8
PART I: The Process
CHAPTER 1: An Introduction to Strategic Sourcing
VISIBILITY
OBJECTIVITY
PROJECT MANAGEMENT TOOL
IN SUMMARY
CHAPTER 2: Data Collection and Spend Analysis
WHAT IS DATA COLLECTION?
WHERE TO START?
DEALING WITH DECENTRALIZED DATA SETS
SPEND ANALYSIS
SPEND ANALYSIS TOOLS
KICKING OFF THE PROJECTS
END‐USER INTERVIEWS
LINE‐ITEM DETAIL AND GETTING THE MOST FROM YOUR SUPPLY BASE
SUPPLIER INTERVIEWS
ANALYZING CONTRACTS AND PRICING AGREEMENTS
THE FINAL ANALYSIS: BUILDING A BASELINE
IN SUMMARY
CHAPTER 3: Conducting Research
TYPES OF COST‐SAVINGS OPPORTUNITIES
UNDERSTANDING THE CATEGORY
IDENTIFYING SUPPLIERS
UNDERSTANDING THE SUPPLY CHAIN
UNDERSTANDING CURRENT MARKET CONDITIONS
UNDERSTANDING THE FACTORS OF COST
REVIEW OF TECHNOLOGIES, PROCESSES, PRODUCTS, AND SERVICES
COLLECTING MARKET INTELLIGENCE THROUGH THE RFI PROCESS
IN SUMMARY
CHAPTER 4: The RFx Process
USING THE RFI TO BEGIN THE SOURCING PHASE
DEVELOPING YOUR SOURCING STRATEGY
GOING TO MARKET
GENERATING THE RFP AND RFQ
SUPPLIER SELECTION AND SCORECARD CRITERIA
ADMINISTERING THE RFX PROCESS
REVERSE AUCTIONS
ALTERNATIVES TO THE RFX—THE IMPORTANCE OF FLEXIBILITY AND CREATIVITY IN THE SOURCING PROCESS
IN SUMMARY
CHAPTER 5: Scorecarding Suppliers
MEASURING VALUE: DEVELOPING SELECTION CRITERIA
THE QUANTITATIVE ANALYSIS: EVALUATING THE BID PORTION OF SUPPLIER PROPOSALS
THE QUALITATIVE APPROACH: DEVELOPING THE RFP MATRIX
REFERENCES
TEAMWORK AND OBJECTIVITY
TECHNOLOGY'S ROLE
IN SUMMARY
CHAPTER 6: Negotiations
KNOWING WHAT TO NEGOTIATE
NEGOTIATION OPTIMIZATION: DEVELOPING FINAL TARGETS
GETTING TO “NO”
WHAT NOT TO DO
IN SUMMARY
CHAPTER 7: Get It in Writing
ESSENTIAL COMPONENTS OF A CONTRACT
ATTACHMENTS
CONTRACT MANAGEMENT
MAKING THE BEST USE OF YOUR LEGAL TEAM
CONTRACTING PITFALLS AND LANGUAGE TO AVOID
WORKING
