Supplier Relationship Management

Unlocking the Hidden Value in Your Supply Base

Jonathan O'Brien

• Publisher: Kogan Page
• Year: 2018
• Print ISBN:
  9780749480134
• Edition: 2
• eBook ISBN:
  9780749480141
• Topic: Business
• Subtopic: Management
• Index: Business

Supplier Relationship Management enables organizations to secure vast value from their supply base by determining the suppliers that are important or hold potential and, based upon what makes them important or even strategic, putting in place interventions unique to each supplier to unlock real tangible benefits.
This second edition delivers a framework of resources for anyone who manages or interfaces with important suppliers, for contract management, to understand and manage the supply chain or to establish joint, collaborative relationships with the critical few strategic suppliers who can help bring new competitive advantage. A proven approach for supply base segmentation is included, together with tools and approaches for supplier performance measurement and driving improvements. Written by an award-winning author and leading practitioner in the field, the fully revised second edition of Supplier Relationship Management clarifies links between procurement and supply chain management, and explains how 'The Orchestra of SRM®'approach helps design a highly effective SRM program that will give the greatest return for our efforts. "This book is an ideal companion to Category Management in Purchasing and Negotiation for Procurement Professionals, also published by Kogan Page. Used together, these books provide a complete and powerful strategic purchasing toolkit."

INDEX

Note: Page numbers in italics indicate Figures.

3P agenda format 229, 230

3S model 43–51

satisfying customers 43–48

sourcing value 43–45

strategy 43, 44, 49–51

5A SCR process 361–70

accomplish 362, 363, 366–67

activate 362, 363, 364

advance 362–64, 368

ambition 362, 363, 366

analyse 362, 363, 365–66

5 Cs 17

5P governance framework 393–413

payoff 394, 395, 406–10

people 394–400

proficiency 394, 395, 400–01

programme 394, 395, 410–13

promote 394, 395, 401–05

5S improvement approach 171–72

8Ds 176

‘accomplish’ stage 362, 363, 366–67

acting upon measurement 155

action 155–59

degrees of 156–59

‘Do’ of STPDR 179, 180, 192, 193–95

‘activate’ stage 362, 363, 364

‘advance’ stage 362–64, 368

agenda setting 225–30

advancement towards goals 158, 159

alignment

of goals and SCRs 347, 356–57

supplier importance 70, 74–75, 82

ambition 362, 363, 366

analysis stage (SCRs) 3...

Table of contents

• Cover
• Title Page
• Copyright
• Contents
• List of Figures
• List of Tables
• About the author
• Preface
• Acknowledgements
• Introduction
• 01 What we need from our supply base is …
• 02 Five good reasons to get close to our suppliers
• 03 Introducing the Orchestra of SRM
• 04 Segmenting the supply base
• 05 Supplier performance measurement
• 06 Building a supplier performance measurement system
• 07 Acting upon measurement
• 08 Supplier improvement and development
• 09 Supplier management
• 10 Contract management
• 11 Relationship management
• 12 Supply chain management
• 13 Strategic collaborative relationships
• 14 Innovation from suppliers
• 15 The Orchestra of SRM is ready to play
• Glossary
• References
• Index
• Backcover