Valekumar Krishnan spoke at CPO Forum India 2013 in Mumbai on “The End of Business as Usual in Procurement”. His talk covered the topics like Evolution of Procurement, Challenges and Future Trends in Procurement and Game Changers in Procurement.
INTRODUCTION TO THE CONCEPT OF SOURCINGNGANG PEREZ
Emphasis on sourcing is not something new within the business environment. A research institute conducted a study on strategic sourcing for 25 senior operation managers in the United States of America, and concluded that “the one dictum that would still be valid a half-a-century from now is the policy of buy low, sell high”. Strategic sourcing is not necessarily the act of buying low and selling high, rather it looks in to the sustainability of what was bought low and equally the sustainability of what was sold high. Majority of today’s businesses, only look for opportunities to make fast cash without having a second thought on the consequences of their operations in the future. Strategic sourcing is primarily about the first part of this lecture.
Effects of Good Procurement Practices for Company Financial ManagementNino Mayvi Dian
Procurement is one the most important function in all kind of businesses, because of its direct effect on company’s revenues and financial performance.
SME (Small & Medium Enterprises) mostly treat procurement function not as important compare to sales, operation, & finance functions (except for trading business), because they think this function could be done simultaneously by operation or finance functions, which this isn’t wrong, but it could be more optimized
INTRODUCTION TO THE CONCEPT OF SOURCINGNGANG PEREZ
Emphasis on sourcing is not something new within the business environment. A research institute conducted a study on strategic sourcing for 25 senior operation managers in the United States of America, and concluded that “the one dictum that would still be valid a half-a-century from now is the policy of buy low, sell high”. Strategic sourcing is not necessarily the act of buying low and selling high, rather it looks in to the sustainability of what was bought low and equally the sustainability of what was sold high. Majority of today’s businesses, only look for opportunities to make fast cash without having a second thought on the consequences of their operations in the future. Strategic sourcing is primarily about the first part of this lecture.
Effects of Good Procurement Practices for Company Financial ManagementNino Mayvi Dian
Procurement is one the most important function in all kind of businesses, because of its direct effect on company’s revenues and financial performance.
SME (Small & Medium Enterprises) mostly treat procurement function not as important compare to sales, operation, & finance functions (except for trading business), because they think this function could be done simultaneously by operation or finance functions, which this isn’t wrong, but it could be more optimized
Presenting this set of slides with name - Vendor Management Powerpoint Presentation Slides. Keep your audience glued to their seats with professionally designed PPT slides. This deck comprises of total of twenty eight slides. It has PPT templates with creative visuals and well researched content. . This content ready presentation deck is fully editable. Just click the DOWNLOAD button below. Change the colour, text and font size. You can also modify the content as per your need. The presentation is fully supported with Google Slides. It can be easily converted into JPG or PDF format. Get access to this well crafted complete deck presentation and leave your audience stunned.
Strategic Vs Tactical Procurement Shifting Focus Towards Value CreationGregStoller
Applying tactical versus strategic sourcing has huge implications on budgets, resources, value delivery and many other factors; the attached offers some insight in deciding which to apply
A Value-Based connection: Aligning Commercial Strategy with Sales ExecutionAlex Rumble
AS PRESENTED AT THE - BEYOND THE PILL - CONFERENCE - EYE FOR PHARMA
* Identifying and understanding the "value-Gaps" and applying impact and control segmentation
* A holistic approach for commercial alignment throughout the revenue life cycle (Marketing, Sales and Finance)
* Embed the operating code into processes and systems with pervasive performance measurement
Idea buyer - identifying startup ideas for businessIdea Buyer
Idea buyer now providing identifying startup ideas for new business to grow easily in the present market. Now the real time market is difficult to make a place so we need running plans to achieve business goal.
What does success look like in your industry how do you get topLeul Girma
What does success look like in YOUR industry? How do you get top?
Success is one of the most controversial issues today
Also the concept of industry has become more complex than ever before. Some companies still find it difficult to identify which industry they are in, No matter if you are in one or several industries, you will enjoy this topic.
This video will bring you the most useful tools to analyze your business internal and external environment , then guide you to moving ahead dramatically .After watching this video you will able to know how to lead your business significantly moving forward.
We will discuss deeply how to identify your success factors, in this session will get clear understanding
about industry nature and characteristics very well. Because when you know about the particular city’s road traffic, drivers behavior ,exceptional rule and regulations you will drive greatly. It is very similar with business world
based on industry and company facts we will evaluate your business current position , if is that great you will maintain to being more strong. other ways it motivate you to do something significant action in your business, that could be a milestone to moving ahead dramatically.
On Friday 22 November 2013 in Stockholm, Implement Consulting Group once again invited the members of the Commercial Excellence Forum to an event of inspiration and discussion with peers.
This time focus was on segmentation – and how segmentation and a better understanding of customer needs and behaviour is a foundation for a more clear differentiation and effective sales approach.
Sebastien Leichtnam talked about his experience in managing sales development within Tetra Pak Technical Service and explained how Tetra Pak has grown their business through the development of segment-specific offerings and services. Tetra Pak has developed a customer segmentation model which is built on customers’ operational maturity as well as their willingness to outsource.
Giles, from his immense experience in areas of procurement has learned that traditional forms of buyer-seller relationship management have run their course and are no longer delivering value that should be expected. Check this presentation, which is brought to you by the FMCG Confext team. Visit www.fmcgconfex.com to know more on the event.
This presentation covers the key trends that will impact B2B sales and marketing in 2015 and beyond. Key trends include a focus on sales metrics, social media, sales and marketing alignment, buyers funnel and importance of prompt lead follow-up.
Presenting this set of slides with name - Vendor Management Powerpoint Presentation Slides. Keep your audience glued to their seats with professionally designed PPT slides. This deck comprises of total of twenty eight slides. It has PPT templates with creative visuals and well researched content. . This content ready presentation deck is fully editable. Just click the DOWNLOAD button below. Change the colour, text and font size. You can also modify the content as per your need. The presentation is fully supported with Google Slides. It can be easily converted into JPG or PDF format. Get access to this well crafted complete deck presentation and leave your audience stunned.
Strategic Vs Tactical Procurement Shifting Focus Towards Value CreationGregStoller
Applying tactical versus strategic sourcing has huge implications on budgets, resources, value delivery and many other factors; the attached offers some insight in deciding which to apply
A Value-Based connection: Aligning Commercial Strategy with Sales ExecutionAlex Rumble
AS PRESENTED AT THE - BEYOND THE PILL - CONFERENCE - EYE FOR PHARMA
* Identifying and understanding the "value-Gaps" and applying impact and control segmentation
* A holistic approach for commercial alignment throughout the revenue life cycle (Marketing, Sales and Finance)
* Embed the operating code into processes and systems with pervasive performance measurement
Idea buyer - identifying startup ideas for businessIdea Buyer
Idea buyer now providing identifying startup ideas for new business to grow easily in the present market. Now the real time market is difficult to make a place so we need running plans to achieve business goal.
What does success look like in your industry how do you get topLeul Girma
What does success look like in YOUR industry? How do you get top?
Success is one of the most controversial issues today
Also the concept of industry has become more complex than ever before. Some companies still find it difficult to identify which industry they are in, No matter if you are in one or several industries, you will enjoy this topic.
This video will bring you the most useful tools to analyze your business internal and external environment , then guide you to moving ahead dramatically .After watching this video you will able to know how to lead your business significantly moving forward.
We will discuss deeply how to identify your success factors, in this session will get clear understanding
about industry nature and characteristics very well. Because when you know about the particular city’s road traffic, drivers behavior ,exceptional rule and regulations you will drive greatly. It is very similar with business world
based on industry and company facts we will evaluate your business current position , if is that great you will maintain to being more strong. other ways it motivate you to do something significant action in your business, that could be a milestone to moving ahead dramatically.
On Friday 22 November 2013 in Stockholm, Implement Consulting Group once again invited the members of the Commercial Excellence Forum to an event of inspiration and discussion with peers.
This time focus was on segmentation – and how segmentation and a better understanding of customer needs and behaviour is a foundation for a more clear differentiation and effective sales approach.
Sebastien Leichtnam talked about his experience in managing sales development within Tetra Pak Technical Service and explained how Tetra Pak has grown their business through the development of segment-specific offerings and services. Tetra Pak has developed a customer segmentation model which is built on customers’ operational maturity as well as their willingness to outsource.
Giles, from his immense experience in areas of procurement has learned that traditional forms of buyer-seller relationship management have run their course and are no longer delivering value that should be expected. Check this presentation, which is brought to you by the FMCG Confext team. Visit www.fmcgconfex.com to know more on the event.
This presentation covers the key trends that will impact B2B sales and marketing in 2015 and beyond. Key trends include a focus on sales metrics, social media, sales and marketing alignment, buyers funnel and importance of prompt lead follow-up.
Sustainable Purchasing: Reimagining Principles and Practices for Mainstream A...Sustainable Brands
If done right, sustainable purchasing has the potential to reduce unwanted environmental and social impacts on a massive scale. At the same time, it comes with a world of complexity of its own. Evolving impact assessments, internal buy-in, stakeholder relationships and public policies are all conspiring to play into buyers and sellers' decisions. This workshop walks through key principles of sustainable purchasing for anyone looking to stay up-to-date with current practices. It also introduces some of the main challenges and opportunities companies face in responding to and doing sustainable purchasing.
Rethinking marketing from a customer perspective, all successful brands have a customer centric marketing strategy - and are also strongly becoming customer driven organizations.
Even companies with great strategic sourcing organizations and process are not capturing the full value of potential savings. It is estimated that companies are not able to capture up to 50% of the savings that they have negotiated. Why is that and how to fix this.
Your Value Proposition is the reason that customers choose to buy from you, it needs to be a core business skill. This slideshare shows you how to develop compelling value propositions with a focus on B2B companies
Leveraging the modern purchasing funnel is one of the most powerful ways of maximising business ROI from your brand and marketing spend. Do you really know what the purchasing funnel is for your category, how you are performing against your competitors, where the holes are in your funnel, and how many customers you are really losing?
5 Best Practices of Lead Generation for Facilities Managers Andrew Mason
A massive 81% of clients do not want to be sold to at least before doing the research themselves so outward bound marketing, and cold calling destroys trust with nearly 70% saying that they would usually or always be put off by suppliers that cold call.
The 31% saying that they are never or only sometimes put off by cold calling, you can market this way but the odds are against you as
Clients don’t want to be sold to or interrupted
This deck gives us the 5 best practices of lead generation for Facilities Managers.
Customer Retention Strategies: 5 Steps to Winning and Keeping Customers for LifeSalesChannel International
We all want Revenue Growth? No, we all want profitable Revenue Growth! That means minimising Churn and/or maximising Retention. The challenge is that Retention is not a long-term, sustainable strategy. If the Customer wants out she will find a way. The better long-term, sustainable strategy is finding ways to make them want to stay. The Million dollar question is: How do you make them want to stay?
Buying and Selling A Small or Mid-Size Business - Initiation of Discussions, ...esstevens
Buying and Selling a Small or Mid-Size Business - Initiation of Discussions, Due Diligence and Financing the Transaction by James L. Rench, Esq., Merger and Acquisition Attorney at Stark & Knoll in Northeast Ohio. Topics Covered include the current market, liquidity, valuations, recapitalization, buy-outs, ESOPS, private equity, acquisition agreements, financing and more.
Early in June, we had noted in our blog post that India's weather office, India Meteorological Department (IMD), had said monsoon rainfall is expected to be above normal with an average 106% of LPA (Long Period Average). This indicated 2016 could turn out to be a year of surplus rainfall followed by two years of drought.
Best Practices in demand driven contract packaging – Peak Vs Weak seasons
The outsourcing of packaging operations is an area which has witnessed significant growth in the recent years. Companies in a range of industries see value in the practice, particularly with regard to increasing flexibility, reducing costs and risks. Meeting peak season (Christmas, major sports events/festivals) demand while maintaining margins has become a huge challenge for Consumer Packaged Goods (CPG) and Food, Beverage and Tobacco (FBT) companies.
Watch Beroe’s packaging experts, Ishpreet Virdi and Abhiraj Munnangi, as they discuss best practices followed across the CPG and FBT industry to meet peak season demand spurts and the evolution of contract packaging services in emerging markets.
About the speaker:
Munnangi Abhiraj - Munnangi Abhiraj is a packaging expert at Beroe Inc. He specializes in providing Rigid and Flexible packaging formats related procurement intelligence to Fortune500 companies. In his 2 years at Beroe, Abhiraj has built extensive knowledge and expertise in categories including Rigid and flexible packaging in the end use markets such as pharmaceuticals and Consumer packaged goods among others. He has written and published several thought leadership papers in leading global Packaging Magazines. Some of the topics he has covered in his papers include “Parenteral Packaging: Raw Material Substitution and Procurement Impact” and “Regulatory Panorama and Regional Acceptance of CR Formats of Packaging”.
Ishpreet Virdi - Ishpreet Virdi is a packaging expert at Beroe Inc. She specializes in providing Flexible packaging formats related procurement intelligence to Fortune500 companies. In her 2 years at Beroe, Ishpreet has built extensive knowledge and expertise in categories including pouches, sachets, bags and laminates among others. She has written and published several thought leadership papers in leading global Packaging Magazines. Some of the topics she has covered in her papers include “Stripping complexities with Strip, Stick and Blister Packs” and “Flexible Packaging – The Game Changer for CPG Companies”.
Sustainable mining through usage of electric vehicles in underground mines
Usage of diesel vehicles in underground mines emits toxic diesel fumes that affect the environment to a considerable extent. An increasing degree of stringency in the proposed environmental emission standards in the recent years especially in the developed economies demands usage of eco-friendly machinery and equipment in mining.
Watch Beroe’s Mining Expert, Sabarish Vaishnav A, as he talks about the feasibility of replacing diesel equipment by electrically driven mine equipment. Sabarish has also captured the impact of using electrically driven mine equipment on a miner’s value chain highlighting cost benefits incurred.
About the speaker:
Sabarish Vaishnav - Sabarish Vaishnav is a mining expert at Beroe Inc. He specializes in providing Mining Operations related procurement intelligence to Fortune500 companies. In his 2 years at Beroe, Sabarish has built extensive knowledge and expertise in Mine Production Consumables category. He has written and published several thought leadership papers in leading global Mining Magazines. Some of the topics he has covered in his papers include “Resource Nationalism – Impact on mining companies” and “Adoption of Electric vehicles in underground mines – A green approach towards sustainable mining”.
The secondary market research challenge in Pharma - An inside view on how to overcome the perceived market monopoly
Data, Analytics and Consulting services are an integral part of a pharmaceutical company’s pre and post drug launch activities. These organizations spend anywhere between USD 30 million to USD 50 million on a single service provider while sourcing various secondary market research services. These services provide them with indispensable insights about patients, payers, prescribers, drug positioning and so much more.
However, the number of global service providers in the market has not grown in tandem with the increasing demand for quality pharmaceutical data, analytics and consulting. This, in turn, has resulted in not only the lack of choice of service providers at a global scale, but also single supplier dominance in the secondary market research space.
Watch Beroe’s Senior Research Analysts, Angad Singh as he shares insights on how to negate the stiff challenges that pharmaceutical organizations face in order to effectively source secondary pharmaceutical market research.
About the speaker:
Angad Singh - Angad Singh is a Marketing Services - Mass Communications expert at Beroe Inc. He specializes in providing primary & secondary market research related procurement intelligence to Fortune500 companies and identifying key trends with respect to several end-use industries of primary & secondary market research. In his 3 years at Beroe, Angad has built extensive knowledge and expertise in categories including printing and fulfilment, market research, in-store promotions and merchandizing. He has written and published several thought leadership papers. Some of the topics he has covered in his papers include “The secondary market research challenge in pharma - An inside view” and “Market Research - Emerging Markets and The Never Ending Role of Technology”.
Conventionally, large titanium dioxide (TiO2) volume buyers fail to realize the difference between potential cost savings and their actual cost savings. Another prevalent scenario is faced when TiO2 buyers often hear suppliers state “Production costs, especially raw material costs for titanium dioxide have risen considerably and hence prices need to be revised upwards”.
Due to buyer’s lack of knowledge on detailed costing aspects, negotiation with TiO2 suppliers during procurement becomes increasingly difficult. Low negotiation power and inability to pass on increased costs to their customer results in heightened cost pressure and squeezed profit margins for the TiO2 buyers.
Watch Beroe’s Industrial Pigment expert, Vaishnavi Jayaraman to gain insights on costing and profitability aspects of TiO2. In this webinar Vaishnavi has focused on regional re-allocation of procurement practice, to solve the problem of bridging the existent gap between potential and actual savings.
To know more about Beroe's Procurement intelligence expertise, Please contact us at info@beroe-inc.com
Outsourcing production of mold/patterns and tools for manufacturing of MRO parts significantly contributes to the overall cost of production. This cost indirectly increases the price for the buyers of these parts. However, adoption of technologies like 3D Printing would help suppliers to reduce the production cost of molds, without compromising on quality of the end product. The end users / buyers can also backward integrate through in-house mold making and rapid prototyping using this technology.
At the end of the Slideshow, we have the Webinar video where Beroe’s MRO expert, Abhijeet Choudhari, discuss the potential benefits of adopting 3-D printing in complementing the existing manufacturing methods like Injection molding and its possible impact on MRO supply chain in the future.
To know more about Beroe's Procurement intelligence expertise contact us at info@beroe-inc.com
Genome editing tools form the basis for personalized medicine, especially for therapies requiring change in genome. Currently there are four contenders to this – Meganucleases, ZNF Nucleases, TALENs and CRISPRs. Although, the technologies are many, there are very few commercial providers of this technology. This is attributed to the fact that select few possess the intellectual property rights of turning these technologies to valid form of therapy; for example, ZFN patent with Sangamo BioSciences and TALENs with Cellectis, Transposagen and Life Technologies.
The coconut tree has many versatile applications derived out of its various parts. Major end products derived from the coconut tree are coconut oil, desiccated coconut, coconut milk, and coir. Currently, there is insignificant growth in the end-use segments for coconut products such as coconut water and virgin coconut oil. Nonetheless, the focus is primarily with respect to coconut water which has currently gained popularity due to its potential health benefits and as a best possible energy drink replacement.
Kartikay Sharma, Analyst at Beore, had been invited to speak at the “Argus East of Suez Products Conference 2013” in Singapore. Kartikay spoke on India’s Energy Independence – Role of Upstream & Downstream. This covered - India’s Energy Consumption and Production Pattern, Trends in India’s oil exports and imports, Need and significance for energy independence and India’s Refining scenario and prospects as a future export hub.
Gurunath Ramesh spoke on Sustainability in Procurement. His talk covered Sustainability Best Practices for Sourcing, Implementation Strategies of Global Procurement Organizations, Challenges and Opportunities in adopting Green Practice
The economic downturn was viewed by the Chinese as an opportunity to expand investment and access to natural resources. As economic recovery continues to happen in developed nations, Western nations would also look to expand their natural resources. The thirst for resource acquisition could result in either co-operation or resentment among nations. However, this would play a major role in shaping up a relation between nations in the future.
Global pharmaceutical companies are modeled with a supply chain, which ensures that the right drug reaches the right people at the right time and in the right condition. The supply chain also ensures 100% product availability at optimum cost by carrying huge inventory, which maintains 100% fill rate. Manufacturers are trying to cut down development time to save costs. For example, a drug manufacturer who can trim development time by 19% can save up to USD 100 million. But if a drug is getting delayed to reach the market, the time delay costs the company around USD 1 million a day. So, pharmaceutical companies today are designing the supply chain to be as responsive as possible to reduce entry time to the market thereby increasing profit margins.
This presentation paper focuses on the treaty on biodiversity which was written in October 2010 in Nagoya, Japan. The presentation highlights how the Nagoya Protocol is expected to affect the pharmaceutical industry in the future. It also highlights the potential impact of the protocol on the procurement strategies of pharmaceutical companies from biodiversity-rich countries.
This presentation discusses the impact of Queensland floods on Global Commodity Markets.Queensland floods resulted in substantial damage to the Australian economy, which forced the government to make difficult decisions about rebuilding Queensland. Cyclone Tasha, a category 5 cyclone, was the most powerful to hit Australia in 100 years. Losses were reported to total USD 3.54 billion, of which the agriculture and mining industries faced losses of USD 2.03 billion. The tourism industry was reported to suffer USD 1 billion in losses as well. Queensland’s top export industries took months to recover from the impact of the floods.
This presentation discusses how Genetically Modified Soybean Seed Patent Expiry will encourage more farmers to use GM soy seed, reduce the total cost of soybean production and reduce GHG emissions as soybean will be preferred to corn and other feedstock for bioenergy production.
The primary reason for rationalizing stock keeping units (SKUs) in any business is the complications that arises from a burgeoning product portfolio. The quest for a long-lasting profit margin can induce a company to increase the number of products it offers, which results in a suboptimal product portfolio. This situation calls for a complete restructuring of the existing product line, which allows companies to identify irrelevant commodities. An increase in the complexity of the supply chain increases the overall cost per unit delivered.
This paper aims to study various strategies adopted by pharmaceutical companies to boost innovation. These strategies are usually overlapping and must not be viewed as watertight initiatives.
The penetration of the aforesaid strategies may differ with each pharma. However, on a superficial level it is safe to say that pharmas will largely look outside its own company for drug innovation and early development requirements. This trend will also be enhanced by the fact that most of the late stage drug candidates have already been licensed, and hence the focus will shift to an early stage. The success of these strategies will depend on how many potential drugs will be approved after clinical trials for commercialization.
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Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
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The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
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Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Taurus Zodiac Sign_ Personality Traits and Sign Dates.pptxmy Pandit
Explore the world of the Taurus zodiac sign. Learn about their stability, determination, and appreciation for beauty. Discover how Taureans' grounded nature and hardworking mindset define their unique personality.
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The Future of Procurement - End of Business as Usual
1. Presented at:
By:
End of business-as-usual in Procurement
CPO Forum India 2013
Valekumar Krishnan, Senior Research Manager
July 6, 2013
Mumbai, India
2. 1. Which of the following suppliers have a 2012 revenue more than Walt
Disney and Abbot Laboratories combined (USD 79.7 billion) ?
A. McKesson
B. AmerisourceBergen
C. Walgreens
D. Cardinal Health
A and D: McKesson and Cardinal Health
2. Johnson Controls in 2012 had a revenue of USD 40.8 billion. This is
more than that of:
A. Pfizer
B. Johnson & Johnson
C. Merck
D. FedEx
D: FedEx
Pop Quiz
How well do you know the supplier community?
2
3. 3
Agenda
• Procurement is on a Burning Platform
• Procurement is Evolving
• Challenges & Future Trends
• Conclusion
4. Post the 2008 economic crisis, the World has changed
4
Opposing Economic and Business Cycles
Simultaneously Opportunistic Demand and Plant Closures
Unpredictable Markets and Suppliers
5. This is what it feels like to be in Procurement
5
6. Impact on Procurement
• Shorter Lead Times
• Reduced time to market
• Volatility in Raw Materials
• Need for Stable Suppliers
To get the above means you will need to have
• Supplier Loyalty
• Secure Available Capacity
– Operations
– Design, Development Knowhow
6
7. Today, many CEO’s across the world are investing in
Procurement
• Procurement excellence is increasingly seen as a business pre-requisite
• Companies that are better prepared have stayed ahead and are
improving faster
7
20% 0%40%80% 60%100%
Oil & Gas
Automotive
Hitech
Chemicals
Metals & Mining
Food, Beverage &
Tobacco
Pharma & Healthcare
Pre 2007
80% 100%60%20% 40%0%
Oil & Gas
Automotive
Hitech
Chemicals
Metals & Mining
Food, Beverage & Tobacco
Pharma & Healthcare
2012
Source Beroe
8. However, pace of transformation can only be sustained
with a clear Org. level mandate on these KEY areas
8
Process
(Few Examples)
And most
importantly -
People
• Effective category management (with equally
effective supplier integration)
• Cross-functional Integration
• Supply Chain Risk Management
• Procurement as an attractive career option
• Procurement expertize vs. Business thinking
conundrum
• Empowerment to develop strategies (credible
business partners/Leadership growth Pool)
9. Changing the game
The message is clear – very FEW CPOs really understand how their suppliers segment
them – This is a key element in transformational sourcing.
Some key questions we need to ask ourselves:
Source: PwC
We know how our suppliers segment us as customers
We ask suppliers about our stakeholders in the business
We ask our suppliers about business issues they see in our company
We make new connections in the business for suppliers
We share opportunities outside current spend with suppliers
We advocate suppliers in the business
We ask suppliers to bring new business opportunities they see to us
We listen to and learn from suppliers
We ask suppliers for update us on their markets
Supplier intelligence and advocacy (% of respondents using often or very often)
1. How much of future business plans are you willing to share with your suppliers to get the
critical ones to be loyal to you?
2. What do our key suppliers want from our company?
• Predictability, consistency, Low cost to serve, Discipline, Behavior, One face to the Supplier?
9
3. What percentage of our supplier conversation are no price negotiation centric? And what %
of supplier’s cost is driven by my company?
10. Winning the game
Common Mistakes
1. We are getting all that we can from our
suppliers !!!
2. We always think we know enough about
the category
3. We do not consider who is competing
for our suppliers capacity in category
planning
4. We always think that we are important
to our suppliers
5. We don’t get all party sign off to
supplier strategies
6. If you tell a supplier your strategy, they
will share it with your competitors
7. We think we communicate enough with
our suppliers
Instead Focus On
1. What do we need to do to get more
from our suppliers?
2. What else do we need to know about
this category? Can our suppliers help us
understand how others are buying this
category?
3. How do we position ourselves to ensure
we get the capacity from our suppliers?
Do we need to fundamentally change
the way we do business with this
supplier?
4. How do our suppliers view us? Are we
their customer of choice? If not, how do
we get there?
Procurement needs to take a high level view to understand various aspects of sourcing instead
of a periscope view
10
11. Case Study: How not to Bleed Suppliers..
11
Large MN took 4 weeks and a takeover costing 100+ Million Euros to stay in business
Procurement learned the hard way about the benefits of cross business category management
and how important it is to know about the supplier and the market
• European based MN with 25bn Euros spend p.a.
40 plants in 5 countries using the same supplier
No internal co-ordination of demand & no category plan
No understanding on supplier stability or growth potential
• Management demanding lower prices every year
• Procurement negotiating lower prices with supplier each year
– Separate negotiations for each plant; local congratulations for good result
• Suppliers could not continually reduce costs to match lower pricing:
Procurement could not fathom the leading signals
No communication channels were in place with Large MN or any plants
Supplier reached strategic decision and declared bankruptcy
• Supplier provided tool mouldings used on every product that Large MN produced
• Supplier gates closed with tools inside
12. Transformational changes however cannot be
accelerated without the right skills sets..
• The procurement experience vs. business thinking conundrum
– Which is the one you prefer? The center of gravity is seen to be shifting towards
business thinking
• The attractiveness of procurement as a challenging career option
– The level of transformation taking place will definitely help the cause however will
require strong internal and external marketing
• Strategic influencing, process excellence & compliance, exposure to other business
functions are few key behavioral traits that will be crucial in transformation
– Fortune 500 CPO are increasingly looking for these
• Last but not the least CPO’s & middle management need to look beyond
procurement next job options as tacitly impacts thought processes and expectations
– Galvanizes procurement function to see and align to the bigger picture
12
13. Case study: Company P – Don’t change the rules
change the game
13
• European based MN with 25bn Euros spend p.a.
2500 FTEs in procurement world wide
Low- med level talent
Very little category strategy work done
• Created Procurement brand and marketed it internally and externally
• Raised barrier to enter procurement – very top talent & via assessment centre only
• Broke pay-scale rules but no one stopped it
• Conditions of entry:
2 years stay in procurement, then make a career in other function
Personal growth mandatory
Develop sell and execute category strategies across the business
One mistake allowed
• No procurement experience necessary
• Recruited 672 top talent in 3 years by competing with ATK
• Reduced total headcount to 1800 in same timescale en route to 1200
Totally re-positioned procurement with credibility and success
14. Conclusions
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Businesses will demand more value from procurement organizations
Managing an increasingly volatile supply market, from both a price and
availability point of view
Suppliers must be influenced to such a degree that they work with buying
organizations, rather than against them. Becoming customer of choice is key
Sourcing is complex: Finding the type of procurement professional who is able
to cope will define how procurement organizations evolve
Acceleration on change-Golden time to make the change and sustain it. Adding
value to overall strategy-the burning platform needs to be leveraged
15. What it should really feel like to be in Procurement
15
Thank You