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Organizational Strategy
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Strategic Mapping
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Purchasing & Supply Chain Management, 5e
Generic View of SM Strategy Process
1. Assess
Situation
3. Define
Actions &
Scenarios
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Purchasing & Supply Chain Management, 5e
Material Cost impact is HUGE…
70%
60%
60
56%
54% 53%
52%
49% 48%
47% 46%
Average: 43%
Intel 43% 42% 41%
40 38%
33%
27%
23%
20 17%
0
Semi- Eng/ Industrial Aerospace/ Pharma Other Retail Health Financial
conductor Const Manuf. Defense Care Srvcs Srvcs
Chemical Electronics Metals & Diversified Telecom DOE/NNSA Petroleum Utilities
Mining Beverages Srvcs Contractor
& Food
Note: Other includes Computer Hardware, Computer Software, Consumer Products, Media and Transportation Services
Source: CAPS Research “Cross-Industry Report of Standard Benchmarks” Published October 2008
1. SM Situation Assessment
Purpose
Simply & comprehensively capture current
situation aspects
Approach
Assess environment affecting strategy
External and internal scope changes
Frameworks for analysis (Video to explore)
SWOT
PEST
Porter 5-Forces Model (Comp,Buy,Supp,Threats,Subs)
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Purchasing & Supply Chain Management, 5e
2. Analysis
Purpose
Explore situation to identify structure, courses of
action, and potential challenges / opportunities
Inputs
Known factors and structures
Uncertainties - current and future
Model situation
Quantitative: Spreadsheet & market research
Qualitative: Surveys, Themes, Scores
Output
Supply mgmt direction
Potential future contingencies
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Purchasing & Supply Chain Management, 5e
3. Strategic Plan / Actions
Purpose
Outline a course of action to achieve goals while
accounting for uncertainties
Basic Plan
Timeline of activities & resources
Measurable objectives
Scenarios
What-if storylines based on uncertainties
Contingency plans to adapt plan
Maintenance
Governance to keep structure
Metrics (KPIs) to monitor & control
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Purchasing & Supply Chain Management, 5e
4. Execution / Adaptation
Purpose
Drive direction/change while reacting to
new realities
Multiples tasks
Manage stakeholders / decision makers
Resource as needed
Monitoring process (Report Cards)
Change management
Overcoming/understanding resistance
Unintended consequences
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Purchasing & Supply Chain Management, 5e
What is a Spend Category?
Imagine a
clothing retailer
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Category Strategy Process
Step 1 Step 2 Step 3 Step 4
Step 5
Build the Research/ Strategy Contract
SRM
Team Analysis Development Negotiation
Outputs:
Outputs: Outputs: Outputs:
Analyses on
Baseline data; Category Strategy Outputs: Supplier
supply trends;
project charter; Strategy Matrix Signed contract development plan;
pricing; portfolios;
work plan Supplier Eval. Tool communication
etc.
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Step 1: Team and Project Charter
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Step 2: Conduct Research
Understand Focus
Purchase requirements relative to business unit objectives
Identify specific internal users / current suppliers
Collect Data
Research supply marketplace
Information required
Total annual purchases
Interviews with stakeholders re requirements
External market research
Triangulation –data from multiple sources
Interpretation
Multiple analyses to understand reality (see next slide)
Use of frameworks or templates
Establish benchmarks through industry data, where
practical
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Step 2: Category Realities
Be able to describe how does/can this
category fit in the organization’s direction
Spend analysis = importance / opportunity
Demand analysis = needs
Supply market analysis = capabilities
Price analysis = past / future / fairness
Portfolio (segment’n) analysis = category /
potential
Supplier analyses = current state/comps
Summarize key factors enabling
alignment of category within the firm
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Purchasing & Supply Chain Management, 5e
Step 3: Strategy Development
Category Strategy
Plans to achieve various supply elements
Contingency / Scenario Plans
Strategic plan for how to design supply
structure
Organization: Managerial structure
Supply Base: Portfolio of suppliers
Quality: Meeting requirements
Cost: Pricing & total cost of ownership
Contracts: Exchange agreements
Processing: Procure-to-pay method
Use Strategy Matrix (next slide) to enable
strategic alignment
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Purchasing & Supply Chain Management, 5e
Strategy Matrix (Example)
Category: Construction Services
Organization
Supply Base
Processing
Contracts
Costing
Quality
Category
BU Objectives SM Objectives Objectives
Attain 5%
Reduce year spend Appoint Target
Low cost over year spend reduction lead Reduce suppliers costing Remove Cost+
clothing leader
Assure basic /
Maintain value consistent More detailed Touchless
from last year designs specs Add warranties A/P
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Purchasing & Supply Chain Management, 5e
Step 4: Contract Negotiation
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Step 5: SRM