The document discusses key aspects of purchasing business services. It addresses common questions around the importance and range of external services companies need to manage. It also examines tools for effective business services purchasing, including understanding supply markets and different contract models. The document emphasizes that purchasing has a large influence on company profitability and performance, making business services purchasing an important process that requires new approaches compared to traditional purchasing methods.

2. What has gone
wrong?
•
•
•
•
•
•
Definition of the need?
Supplier selection?
Contract model?
Customer – supplier
collaboration?
Risk manaagement?
Management of
unexpected events?

3. Competitive tendering
useful or not?

4. Outsource or insource?

5. Sounds expensive!
… compared to what?

6. Key questions
• What is the importance of services for
companies?
• What is the range of external services that
needs to be managed by organizations?
• What tools are required in the business
services purchaser’s toolbox?

7. Share of service purchasing for all Finnish
companies
Lähde: Tilastokeskus

8. Share of business services is larger than
generally believed
The role of externally bought services in the value creation of firms.
Lähde: ETLA / Seppälä 2013

9. The broad range of business services
Industrial services,
Knowledge-intensive services,
with an emphasis on increased
efficiency of the buying
company’s activities
with an emphasis on innovation and
enhanced value-creation of the buying
company
Temporary
labour
Healthcare
Technical
consulting
ICT services
Office
supplies
Cleaning
Catering
Security
Travel
Industrial
maintenance
Marketing
& media
Technology &
innovation related
services
Product design
services
Logistics
services
Training

10. Traditional purchasing
Traditional purchasing is said to focus on
the relatively simple context of a large,
powerful customer buying a
straightforward product from a smaller,
subservient supplier selected from among
a large number of similar candidates.
Today, purchasing is too important to be
left to the purchasing department alone!

11. Service purchasing process

12. A-R-A –model for understanding and
analyzing the supply market

13. RFI - RFP - RFQ
Request-ForInformation
Request-ForProposal
Request-ForQuotation

14. Four methods for focusing a service
supply contract

15. Three key points
• Purchasing business services brings new types
of challenges for traditional purchasing.
• Tools and methods improve the effectiveness
of purchasing business services.
• Purchasing has a direct impact on profitability,
but purchasing business services may
influence the buying company’s performance
far into the future.

16. Thank you!
jussi.heikkila@tut.fi
mervi.vuori@aalto.fi
jari.laine@aalto.fi
http://www.teknologiainfo.net/Publications-InEnglish/?groupId=19760&productId=20296