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Succes Factor Agile - In Procurement it's about Billions!

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Approximately 60-90% of all sales are in the hands of procurement, which is a key success factor for companies. At the moment, digitization is taking place, especially in the area of ​​simple procurement cases. However, the latest study by the University of St. Gallen shows that there is no recipe for the effective procurement of complex products and services. Does agility offer a solution? - It is about billions and thus nothing less than the survival of suppliers and customers!

If we imagine an ideal organization, it usually looks like this (network organization) agile, autonomous cells. Up to now, our focus has been on the customer and in the internal organization. In the future, agility will cover the entire value stream and thus also the agility of our partners.

As external partners are often closely integrated into the agile organization and they are an essential component of the value stream. However, many are still being treated as suppliers with a focus on a price as low as possible, instead of partners on equal terms with additional innovative power. In an ever more rapidly changing, more complex world, it becomes an integral feature for a company to have quick access to an ecosystem of agile partners.

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Succes Factor Agile - In Procurement it's about Billions!

  1. 1. Success Factor Agile In Procurement it’s about Billions! Mirko Kleiner, co-founder flowdays © All rights reserved 2017
  2. 2. Source: ardmediathek.de, 8.2016 Volkswagen. The Car. NO
  3. 3. Source: swr.de, 1. 2017
  4. 4. Quelle: swr.de, 1. 2017Source: electrek.wordpress.com World-Leader in highly automated Methods of Manufacturing
  5. 5. Source: ge.com, 2016 the first shoe made almost entirely by robots Adidas 3D-printed Aircraft Engine
  6. 6. Full Production 2018
  7. 7. Partner Ecosystem Agility Personal Agility Team Agility Company Agility Business Agility - Agility along the whole supply chain Source: flowdays.net, by Mirko Kleiner
  8. 8. Quelle: optimas.com Bad News • Current Partner do LEAN • Procurement & Sales aren’t Agile • Complex adaptive System
  9. 9. © LOG-HSG 2017 NO Pattern for Evaluation-Criterias per Service/Industrie!
  10. 10. complicated unsuresure unsure WHAT (Need) HOW (Solution) simple chaotic What is Complexity? Agile complex Source: The Stacey Matrix by Ralph Stacey
  11. 11. Procurement today Start Partnership Value at Customer Cost-of Delay Bild Quellen: netdna-cdn.com, slideshare.net/PeteFrey1, robertfreund.de, silicon.de Time-to-Market
  12. 12. What if ..? Start Partnership Time-to-Market Vision Value at Customer
  13. 13. Business Modeling Before today Collaboration Bild Quelle : strategyzer.com, Business Model Canvas by Alexander Osterwalder
  14. 14. Partner facing Focus Company facing
  15. 15. Bild Quelle : Smide.ch 2017 E-Bikes rent and park, where you want — Vision smide.ch “ „
  16. 16. Lean Procurement Canvas 100% Pilot in Zürich 10% Mobile App 60% eBikes with Sensors 30% Support 1.3.2017 Smide = Mobility for eBikes Matthias (PO) Ive (Finance)
  17. 17. 60% eBikes with 
 Sensors 30% Support Lean Procurement Canvas 100% Pilot in Zürich 10% Mobile App Smide = Mobility for eBikes 1.1. - 31.1.2017 1.2. - 28.2.2017 find eBike easy Checkout Easy Payment Forecast in KM Hiring Compeditor B Compeditor C Ive (Finance)John (SM) Paul (Lawyer)Colin Robin Matthias (PO)
  18. 18. Lean Procurement Canvas 10% Mobile App 1.1. - 31.1.2017 1.2. - 28.2.2017 find eBike easy Checkout Easy Payment forecase in KM Mobile DEV & HW Mobile payment 24/7 Support Hiring Compeditor B Compeditor C Ive (Finance)John (SM) Paul (Lawyer)Colin Robin Matthias (PO) 60% eBikes with 
 Sensors 30% Support 100% Pilot in Zürich Smide = Mobility for eBikes
  19. 19. Smide = Mobility für eBikes Lean Procurement Canvas 10% Mobile App find eBike easy Checkout Easy Payment Mobile DEV & HW Mobile payment 24/7 Support Hiring Compeditor B Compeditor C Ive (Finance)John (SM) Paul (Lawyer)Colin Robin Matthias (PO) 60% eBikes with 
 Sensors 30% Support 100% Pilot in Zürich On Site, agile DEV, DE/EN Agile Contract / AGBs, fixed Margins Insourcing in 6 Months Budget Cap at 120k Cash out Customer Journey, tech. Architectur Culture Manifest Joint Room Task Tracker CI/CD forecase in KM 1.1. - 31.1.2017 1.2. - 28.2.2017
  20. 20. Lean Procurement Canvas 10% Mobile App find eBike easy Checkout Easy Payment Mobile DEV & HW Mobile payment 24/7 Support Hiring Compeditor B Compeditor C Ive (Finance)John (SM) Paul (Lawyer)Colin Robin Matthias (PO) 60% eBikes mit 
 Sensors 30% Support 100% Pilot in Zürich Culture Manifest On Site, agile DEV, DE/EN Agile Contract / AGBs, fixed Margins Insourcing in 6 Months Budget Cap at 225k Customer Journey tech. Architectur Rates all-in Senior Level Regular Level Junior Level Service per Month Joint Room Task Tracker CI/CD Smide = Mobility für eBikes forecase in KM 1.1. - 31.1.2017 1.2. - 28.2.2017
  21. 21. Lean Procurement Canvas 10% Mobile App find eBike easy Checkout Easy Payment Mobile DEV & HW Mobile payment 24/7 Support Hiring Compeditor B Compeditor C Ive (Finance)John (SM) Paul (Lawyer)Colin Robin Matthias (PO) 60% eBikes mit 
 Sensors 30% Support 100% Pilot in Zürich Culture Manifest On Site, agile DEV, DE/EN Agile Contract / AGBs, fixed Margins Insourcing in 6 Months Budget Cap at 225k Customer Journey tech. Architectur Joint Room Task Tracker CI/CD Smide = Mobility für eBikes Backend Mobile / UX Support Rates all-in Senior Level Regular Level Junior Level Service per Month forecase in KM 1.1. - 31.1.2017 1.2. - 28.2.2017
  22. 22. Guess Guess Guess Guess Guess Guess Guess GuessGuess validate
  23. 23. –Ursula Sury, lic jur, Die Advokatur AG The lean procurement canvas is an agile contract “ „
  24. 24. Business Model Canvas Lean Procurement 
 Canvas Approach with Lean-agile Procurement Days instead of Months Bild Quelle : localsearch 2017 ✓
  25. 25. Lean Procurement Canvas 10% Mobile App find eBike easy Checkout Easy Payment Mobile DEV & HW Mobile payment 24/7 Support Hiring Compeditor B Compeditor C Ive (Finance)John (SM) Paul (Lawyer)Colin Robin Matthias (PO) 60% eBikes mit 
 Sensors 30% Support 100% Pilot in Zürich Culture Manifest On Site, agile DEV, DE/EN Agile Contract / AGBs, fixed Margins Insourcing in 6 Months Budget Cap at 225k Customer Journey tech. Architectur Joint Room Task Tracker CI/CD Smide = Mobility für eBikesRates all-in Senior Level Regular Level Junior Level Service per Month Hardware Experience Support Organisation Mobile Award 2017 Ben Paul Toby John Scaling via Nearshoring Center CHF 1440 pT. Senior Level CHF 1200 pT. Regular Level CHF 800 pT. Senior N Level 4.5 4.2 8.7 forecase in KM 1.1. - 31.1.2017 1.2. - 28.2.2017
  26. 26. Case Study: CSS Insurance Quelle: CSS Versicherung 2017Bild: (c) 2013 by Sebastiaan ter Burg (Amsterdam Hackathon)
  27. 27. Bild Quelle: timedotcom.files.wordpress.com ✓ WHY ✓ WHAT for Whom ✓ HOW with WHOM ✓ TIMEBOX incl. Success Criterias
  28. 28. Competitive Advantage via lean-agile Procurement For procurers / sales / decision-makers / process- responsible / etc we carry out the next certification courses (LAP Credential 1) in cooperation with CIPS.org November 8. Zürich Become a thought Leader www.flowdays.net Registration under:
  29. 29. join the Community ! www.lean-agile-procurement.com
  30. 30. "Mirko Kleiner, +41 (0) 79 601 19 90 • mirko@flowdays.net  Thank you

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