Webinar Slides - Accredited Qualification in Supplier Relationship Management

Welcome to the Strategic Sourcing and Procurement Group Members Webinar

Accredited Qualification in Supplier Relationship
Management (SRM) Certification Program

Speakers:
Tim Cummins – CEO, IACCM
Martin Chalkley – SRM Consultant, IACCM

Moderator
Sundar Kamakshisundaram

19 September, 2012
Copyright © 2011 IACCM. All rights reserved.

Agenda

Introduction

The Need for Good Supplier Relationship Management

Overview of the SRM program

Q&A

Copyright © 2012 IACCM. All rights reserved

‘Troubled relationships’ = disappointing
outcomes

Research suggests that The likelihood of
commercial issues significant
are the primary cause in ~70% innovation or
of ‘troubled relationships’ incremental value
reduced by
≥ 60%

So achieving improvement is important

What is the scale of loss or potential gain?


From Administration to Relationship
Management


Developing from role to capability

Organisational
learning;
continuous
Organizational Capability improvement

Ongoing
collaborative
learning
Network
Baseline common
knowledge and internally and
methods externally to
raise
Learn and apply effectiveness
best practices in
Learn contracting over
collaborative lifecycle
values –
learning
Benchmark skills vs.
community the market

Learn Individual Capability
collaborative
values –
individual

Why SRM now?

• SRM is emerging as an important business activity & professional discipline within
major organizations globally

• Research evidence suggests that SRM can deliver significant tangible benefits in
addition to those achieved through world-class strategic sourcing, negotiation, and
contract and performance management

• Despite this potential, investment in SRM training remains limited and there has not
been an internationally recognized qualification that denotes excellence in this area

• Relationship management requires a blend of technical capabilities – for example, in
process and organizational design, and structuring of appropriate contracts and
future-facing measurement systems – and key behavioral competencies such as
communication, influencing and trust building

• The IACCM program equips SRM practitioners with the core skills and knowledge
they need to develop successful, collaborative customer-supplier relations


What does SRM do?

• Manages all aspects of the inter-company relationship

• Builds trust through open communications

• Seeks to develop successful, collaborative relationships with key
suppliers

• Has ready access to, and influence from the top levels of
management


Interactive Applied Learning

• Focus on best practices

• Webinars – facilitated knowledge sharing and learning

• Case studies – apply learning to realistic business
situations

• Message boards – knowledge sharing and application
of learning to real life situations

• Attachments library – constantly updated access to
articles and cases, best practices

SRM curriculum
Introduction
to SRM Defining
Summary SRM and its
Value

Who are
Exit
your
4 months e-learning Strategies
suppliers?
program Flexible learning
Understanding
the Base
Personal Principles for
attributes Delivery of
Your SRM
Program

1 module SRM Skills
per week assessment
The
Culture and Business
Ethics Case for
SRM

1-3 hours per week Certification
Balanced Creating the
Scorecard Agreement at Practitioner
or Expert
Implementing level
Measuring your SRM
Success program
Governance


28 competencies in SRM
Mandatory Business Acumen
Commitment to Change and Personal Development Analytical
Communications Familiarity With Standards and Norms
Interpersonal Relationships Financial Principles and Impact of Issues /
Leadership Decisions
Negotiation Risk Management
Teamwork Ability to Direct Deal Shaping and Commercial
Time Management Strategy
Awareness of Commercial and Contract Terms
Knowledge of Employer / Industry & Conditions
Knowledge of Products and Services
Understanding of Goals and Strategies Technical
Understanding of Organization / Management System Performance Monitoring and Reporting
/ Business Processes Vendor Analysis and Selection

Relationships Cultural Considerations
Stakeholder Management Ability to Motivate / Gain Agreement in Multi-
Influencing Others Cultural Teams
Understand Market Industry and Norms Knowledge of Local Business and Commercial
Practices
Business Contribution Sensitivity to and Knowledge of Cultural
Commitment to Results / Strategic Thinking Considerations and Impacts
Identifying / Acting on Opportunities for Change Understanding Geopolitical Conditions
Value Focus

IACCM – A global network

• over 8,000 organizations from 128 countries
• 29,000 individual & 200+ corporate members
• 25% at director level or above
• equal divide of buy-side and sell-side – legal, commercial, procurement

Transport, Logistic Aerospace, Defen
s ce Automotive
IACCM Geographic Profile 3% 8% 1%
Banking, Ins'ce,Fi
Telecom
nance
9%
4%

Asia- Software & Info Business Services
Serv & Consulting
Pacific, 20
15% 14% Retail,Consumer
% 2%
Americas,
Engineering &
41%
Europe, Mi Public Sector & Construction
Other 6%
ddle Government
East, Africa 5% 7% Oil & Gas Health Care Equip
15% & Serv
, 39% 4%
Manufacturing & Legal
Capital Goods 4%
3%


IACCM professional development today
World-class organizations investing in learning for 4710 people


Q&A
Please Post Your Questions In the WebEx Chat Box


Thank You


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