Beruflich Dokumente
Kultur Dokumente
John Blascovich
Partner
A.T. Kearney, Inc.
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Introduction to the Purchasing Chessboard®
1= Fully 4= Fully
disagree agree
3
Introduction to the Purchasing Chessboard®
• Cost reduction
Expected • Innovation
Deliverables • Time to market
• …
• Development
Product • Introduction
Life Cycle • Growth
• …
• Industrials
Type of • Consumer goods
Industry • Services
• …
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Introduction to the Purchasing Chessboard®
1,000 years
Low
Low High
Demand power
Supply
Power
Low
Low Demand Power High
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Introduction to the Purchasing Chessboard®
“Standard” situation
RFI/RFP sourcing
High
High demand
High supply power
and supply power
Supply ‘Standard’
power situation
Low
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Introduction to the Purchasing Chessboard®
High
High demand
High supply power
and supply power
Supply ‘Standard’
power situation
9
Introduction to the Purchasing Chessboard®
High
High demand
High supply power
and supply power
Supply ‘Standard’
power situation
10
Introduction to the Purchasing Chessboard®
High
High demand
High supply power
and supply power
Supply ‘Standard’
power situation
11
Introduction to the Purchasing Chessboard®
High
High demand
High supply power
and supply power
Supply ‘Standard’
power situation
12
Introduction to the Purchasing Chessboard®
• 16 approaches
• 64 methods
• Supported by comprehensive training
material
• Backed up by sanitized benchmarks
from > 500 purchasing projects in the
past 3 years
13
The Purchasing Chessboard®
High
Leverage Value chain
Invention on Functionality Specification Revenue Strategic
8 innovation reconfigu- Profit sharing
demand assessment assessment sharing alliance
network ration
Core cost Design for Product Design for Sustainability Project based Value based
7 Supplier tiering
analysis sourcing teardown manufacture management partnership sourcing
Collaborative Virtual
Vertical Intelligent deal Composite Process Total life cycle Collaborative
6 capacity inventory
integration structure benchmark benchmark concept cost reduction
management management
Political Vendor
Bottleneck Product Complexity Visible process Supplier Supplier fitness
5 framework managed
management benchmark reduction organization development program
management inventory
Supply
power
Leverage
Sourcing Buying Cost data Standardi- RFI/RFP Expressive Total cost of
4 market
community consortia mining zation process bidding ownership
imbalances
Supplier
Procurement Mega supplier Master data Spend Reverse Price Unbundled
3 market
outsourcing strategy management transparency auctions benchmark prices
intelligence
Bundling Linear
Demand Contract Bundling Global Cost based
1 across product LCC sourcing performance
reduction management across sites sourcing price modeling
lines pricing
Low
A B C D E F G H
Low High
Demand power
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Introduction to the Purchasing Chessboard®
Stahl
Hydraulik
Spezielle
Komponenten
Motore Rohmaterial
Core cost- Analyse Design for Sourcing Produkt -Teardown Design for Manufacture Lieferanten- Tiering Nachhaltig-keits-management Projektbezo-gene Partner-schaft Value-Based Sourcing Core cost- Analyse Design for Sourcing Produkt -Teardown Design for Manufacture Lieferanten- Tiering Nachhaltig-keits-management Projektbezo-gene Partner-schaft Value-Based Sourcing Core cost- Analyse Design for Sourcing Produkt -Teardown Design for Manufacture Lieferanten- Tiering Nachhaltig-keits-management Projektbezo-gene Partner-schaft Value-Based Sourcing
Rohmaterial
Antriebe Fördertechnik
Energie Getriebe
Kollaboratives Kapazitäts-
Vertikale Integration Intelligente Vertrags-struktur Composite Benchmark Prozess-benchmarks management Virtuelles Bestands- management Lebenszyklus-konzept Vertikale Integration Intelligente Vertrags-struktur Composite Benchmark Prozess-benchmarks Virtuelles Bestands- management Lebenszyklus-konzept Vertikale Integration Intelligente Vertrags-struktur Composite Benchmark Prozess-benchmarks Virtuelles Bestands- management Lebenszyklus-konzept
Lager
Reifen
Achsen Pumpen
Bauleistungen
Hydraulik
Kabinen Ventile
Telekommunikation
Verlängerte
Farbe Instrumente W erkbank
Zylinder
Einkaufs-outsourcing Mega Supplier Strategie Master Data Management Ausgaben-transparenz Lieferanten-markt-forschung Reverse Auktionen Preis-benchmarks Entbündelung von Preisen Einkaufs-outsourcing Mega Supplier Strategie Master Data Management Ausgaben-transparenz Lieferanten-markt-forschung Reverse Auktionen Preis-benchmarks Entbündelung von Preisen Einkaufs-outsourcing Mega Supplier Strategie Master Data Management Ausgaben-transparenz Lieferanten-markt-forschung Reverse Auktionen Preis-benchmarks Entbündelung von Preisen
Zeichnungsteile
IT
Guß Stahlbau
Compliance Management Closed Loop Spend Management Lieferanten-konsoli-dierung Bündelung nach Generationen Make or Buy Best Shoring Kosten-regressions-analysis Faktorkosten-anal yse Compliance Management Closed Loop Spend Management Lieferanten-konsoli-dierung Bündelung nach Generationen Make or Buy Best Shoring Kosten-regressions-analysis Faktorkosten-anal yse Compliance Management Closed Loop Spend Management Lieferanten-konsoli-dierung Bündelung nach Generationen Make or Buy Best Shoring Kosten-regressions-analysis Faktorkosten-anal yse
Zellstoff
S
Fracht Tanks
Reisen W erkzeuge
MRO
Fracht
Holz
Energie Handelsware
Kupplung Hydraulik
Synchronisierung
Core cost- Analyse Design for Sourcing Produkt -Teardown Design for Manufacture Lieferanten- Tiering Nachhaltig-keits-management Projektbezo-gene Partner-schaft Value-Based Sourcing Core cost- Analyse Design for Sourcing Produkt -Teardown Design for Manufacture Lieferanten- Tiering Nachhaltig-keits-management Projektbezo-gene Partner-schaft Sourcing Core cost- Analyse Design for Sourcing Produkt -Teardown Design for Manufacture Lieferanten- Tiering Nachhaltig-keits-management Projektbezo-gene Partner-schaft Value-Based Sourcing
Rohmaterial
Natronlauge
TCU
Zellstoff
Lager
Vertikale Integration Intelligente Vertrags-struktur Composite Benchmark Prozess-benchmarks Virtuelles Bestands- management Lebenszyklus-konzept Partner-schaft Vertikale Integration Intelligente Vertrags-struktur Composite Benchmark Prozess-benchmarks Kollaborativageent Virtuelles Bestands- management Lebenszyklus-konzept Partner-schahe Vertikale Integration Intelligente Vertrags-struktur Composite Benchmark Prozess-benchmarks Kollab Virtuelles Bestands- management Lebenszyklus-konzept
Energie
Kunststoff
Chemikalien
Schmiede-
Fracht teile
Einkaufs-outsourcing Mega Supplier Strategie Master Data Management Ausgaben-transparenz Lieferanten-markt-forschung Reverse Auktionen Preis-benchmarks Entbündelung von Preisen Einkaufs-outsourcing Mega Supplier Strategie Master Data Management Ausgaben-transparenz Lieferanten-markt-forschung Reverse Auktionen Preis-benchmarks Entbündelung von Preisen Einkaufs-outsourcing Mega Supplier Strategie Master Data Management Ausgaben-transparenz Lieferanten-markt-forschung Reverse Auktionen Preis-benchmarks Entbündelung von Preisen
Feinschneidteile
Fracht Verpackung
Sinter
Gussteile
Reisen
Compliance Management Closed Loop Spend Management Lieferanten-konsoli-dierung Bündelung nach Generationen Make or Buy Best Shoring Kosten-regressions-analysis Faktorkosten-anal yse Compliance Management Closed Loop Spend Management Lieferanten-konsoli-dierung Bündelung nach Generationen Make or Buy Best Shoring Kosten-regressions-analysis Faktorkosten-anal yse Compliance Management Closed Loop Spend Management Lieferanten-konsoli-dierung Bündelung nach Generationen Make or Buy Best Shoring Kosten-regressions-analysis Faktorkosten-anal yse
Drehteile
Investitionen
15
The Purchasing Chessboard® for a construction equipment
maker
High
Leverage Value chain
Invention on Functionality Specification Revenue Strategic
8 innovation reconfigu- Profit sharing
demand assessment assessment sharing alliance
network ration
Steel Hydraulics
Engines
Core cost Design for Product Design for Sustainability Project based Value based
7 Supplier tiering
analysis sourcing teardown manufacture management partnership sourcing
Cabs
Leverage
Sourcing Buying Cost data Standardi- RFI/RFP Expressive Total cost of
4 market
community consortia mining zation process bidding ownership
imbalances
Paint Supplier
Procurement Mega supplier Master data Spend Reverse Price
Cylinders Unbundled
3 market
outsourcing strategy management transparency auctions benchmark prices
intelligence
Office material
Closed loop Bundling Castings Cost
Compliance Supplier Factor cost
2 spend across Make or buy Best shoring regression
management consolidation analysis
management generations Steel fabrications analysis
Freight
Contract MRO
Travel Bundling Linear
Demand Bundling Global Cost based
1 across product LCC sourcing performance
reduction management across sites sourcing price modeling
lines pricing
Low
A B C D E F G H
Low High
Demand power
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Introduction to the Purchasing Chessboard®
Project
Core cost Design for Product Design for Supplier Sustainability Value based
based
analysis sourcing teardown manufacture tiering management sourcing
partnership
Leverage
RFI/RFP Sourcing Buying Cost data Standardi- RFI/RFP Expressive Total cost of
market
process community consortia mining zation process bidding ownership
imbalances
Supplier Supplier
Reverse Price Procurement Mega Master data Spend Reverse Price Unbundled
market market
auctions benchmark outsourcing supplier management transparency auctions benchmark prices
intelligence strategy intelligence
• Typically 3-5 methods used • Typically 8-15 methods used • Full command of 64 methods
• Usually focused on the specifics of • Usually covering several • Responsible for narrow scope of
the commodity in focus commodities sub-commodities
• Accumulates depth of commodity
knowledge
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Introduction to the Purchasing Chessboard®
Entrepre- Manufact.
neurship
Controlling Statistics
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Introduction to the Purchasing Chessboard®
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Introduction to the Purchasing Chessboard®
Summary
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