Table of Contents
1 Cover
5 1 INTRODUCTION: Why Procurement, and Why Now? What Follows Is a True Story Procurement Is a Company's Number One Cost, Making It a Huge Profit Lever Why Is Procurement Not Optimized? Remit Mindset Vicious Cycle…and Opportunity The Birth of Strategic Sourcing—Dawn of a New Era…or Not? Bad Best Practice Why Now? About This Book
6 2 AMBITION: Ensuring You Are Set Up for Success A Dirty Procurement Word Walk, Then Run What to Aim For Getting Buy-In Achieving Your Ambition: Customer Focus
7 3 SOURCING EXECUTION: Making Sure That the Engine Room Delivers Building the Baseline / “Profiling the Category” Conducting a Supply Market Analysis Drawing Up the Sourcing Strategy Executing an RFP Event Conducting Supplier Negotiations and Selection Sourcing Tools Savings Credibility Sourcing Gates Time with Stakeholders Program Management Execution After the Storm Sourcing Is the Engine Room
8 4 PEOPLE: Building a Winning Procurement Team Who Do We Need in Procurement? The CPO Today's Old School Procurement Skillset Tomorrow's Procurement Team Attraction and Retention of Talent Being Bold When Hiring
9 5 OPERATING MODEL: Making It Work in Practice Documenting the Future Model The Center-Led Approach Shifting from Reactive to Proactive Organic Growth to a Proactive Focus Isn't This Just Agile?
10 6 CROSS-FUNCTIONAL CHANGE: Repositioning the Function as a True Partner Why Is Cross-Functional Change Management Important? Procurement Often Lacks the Required Skills and Mindset How Do We Do It Effectively? Specific Functions What Can We Learn from the Consultants? Conclusion
11 7 SUPPLIERS: Engaging Effectively Supplier Management—The Traditional Approach The Strategic Supplier—a Competitive Advantage Shifting the Mindset Beware the RFP
12 8 NON-SAVINGS PRIORITIES: Balancing Your Objectives Is There More to Procurement than Savings? Consult the Business First The Procurement Balanced Scorecard Sustainability Get the Right Sustainability Key Performance Indicators Embarking on Your Sustainability Program
13 9 SAVINGS REALIZATION: Stemming the Leaks What Is a Saving? The Importance of Data and Baselining Savings Need to Be Delivered Before They Can Be Measured The CFO Needs to Be Procurement's Best Friend TINCSIBR