THINKFM CONFERENCE JUNE 2012

SUPPLY CHAIN MANAGEMENT DRIVING VALUE FOR CLIENTS

MARTYN SHERRINGTON
Procurement & Supply Chain Director SGP Property & Facilities Management

THINK FM CONFERENCE 2012 14/06/2012

INTRODUCTION
20 years procurement experience Member of the Chartered Institute of Purchasing & Supply Poacher turned gamekeeper 5 years in facilities management 200M spend across hard and soft services

THINK FM CONFERENCE 2012 14/06/2012

SUPPLY CHAIN MANAGEMENT

WE ARE ALL MANAGING SUPPLY CHAINS
Insource Outsource - self delivery Outsource - principal contractor Outsource - management

THINK FM CONFERENCE 2012 14/06/2012

THE CHALLENGE
WE NEED SUPPLIERS WHO
Know and understand SGP and our clients business Deliver We trust

SUPPLIERS NEED A CLIENT WHO

Understands their capacity and capability Provides genuine opportunities for revenue, profit and growth Pays on time

THINK FM CONFERENCE 2012 14/06/2012

ITS A BIT LIKE...

INITIAL ATTRACTION DATING

RELATIONSHIP

COMMITMENT
THINK FM CONFERENCE 2012 14/06/2012

INITIAL ATTRACTION
What you are looking for? What are they looking for? Where do you find perspective partners? Its not just about what they look like or what they earn Beware of kissing too many frogs

THINK FM CONFERENCE 2012 14/06/2012

DATING
Honeymoon period Temptation to be with your new partner 24 x 7 Dont neglect your existing friends You need your own space Consider fidelity - dont be jealous of other relationships Easy to be blind to weaknesses

THINK FM CONFERENCE 2012 14/06/2012

RELATIONSHIP
Shared understanding Shared goals Understand each others motivations Exhibit the Right behaviours Effective communication Focus on short, medium and long term

THINK FM CONFERENCE 2012 14/06/2012

COMMITMENT
Mutual trust and respect Some routine Keep the relationship fresh Continuous improvement Joint initiatives Beware of infidelity

THINK FM CONFERENCE 2012 14/06/2012

SETTING UP FOR SUCCESS

Know your supply chain Supplier Positioning Right relationship at right level Align motivation and behaviors Supplier accreditation

THINK FM CONFERENCE 2012 14/06/2012

ESTABLISH THE FRAMEWORK

COMMUNICATE, COMMUNICATE, COMMUNICATE !
Preach the message during mobilisation Engage at right level - process, deliverable, outcomes Easy to produce statistics - the so what debate, adds value Checkpoint - set and manage expectations Performance monitoring and management

THINK FM CONFERENCE 2012 14/06/2012

SUCCESSFUL RELATIONSHIP
Normal buyer supplier relationship Riots Opportunity or excuse Preventative measures Learning from experience Improved relationship win:win

THINK FM CONFERENCE 2012 14/06/2012

THE FUTURE
Collaborative working Concentrate on the so what Demand management Self-managing supply chain

THINK FM CONFERENCE 2012 14/06/2012

THE TAKEAWAY
Intelligent supply chain Statistics inform the debate they dont drive the agenda The path of true love never runs smooth

THINK FM CONFERENCE 2012 14/06/2012