The document outlines Martin Kunz's SRM model for identifying strategic suppliers. It discusses scoping the model, defining terms, establishing a cross-functional team, determining criteria and weightings, and the stratification process. The results section shows how suppliers can be analyzed by group, business area, and category. It recommends that sourcing drive the process, ensuring it is cross-functional and that criteria and weightings are thoroughly determined before execution, which requires a long-term roadmap and detailed implementation plan.

1. Martin Kunz
VP Sourcing
Ahlstrom Corporation
1

2. SRM – The Model
Focus
How to identify
your strategic
suppliers?

3. Stratification – Agenda
• Scope
• Definitions
• Team
• Criteria and Weighting
• Process
• Results
3

4. Scope
4

5. Definitions / 1
5

6. Definitions / 2
6

7. Definitions / 3
7

8. Team
• Sourcing (leads the process)
• Product development
• Manufacturing
• Logistics
• Quality
8

9. Criteria and Weighting / 1
9

10. Criteria and Weighting / 2
10

11. Criteria and Weighting / 3
11

12. Criteria and Weighting / 4
12

13. Process / 1
13

14. Process / 2
14

15. Process / 3
15

16. Process / 4
16

17. Process / 5
17

18. Results – Supplier Example
18

19. Results - Group
19

20. Results – by BA
20

21. Results – by Category
21

22. SRM – The Model

23. SRM Roadmap
23

24. SRM Requirements / 1

25. SRM Requirements / 2

26. SRM Development / 1

27. SRM Development / 2

28. Take Aways and Recommendations
• Sourcing / Procurement: needs to be the driver of this process. Before
starting such a complex process, the functions requires internal
acceptance and transformation from support function to business
function needs to be realized before.
• Cross-functional nature: this is a fully cross-functional process. It only
provides internally accepted results if all required functions are
represented.
• Criteria / weighting: spend enough time on criteria and weighting before
the stratification process starts.
• Execution: SRM requires a multi-year high-level roadmap combined with
very detailed gap analysis and implementation plan.
28