book

Managing Indirect Spend: Enhancing Profitability Through Strategic Sourcing

by Joe Payne, William R. Dorn

November 2011

Intermediate to advanced

446 pages

13h

English

Wiley

Read now

Unlock full access

Cover
Series
Title Page
Copyright
Dedication
Preface
WHAT THIS BOOK WILL DO FOR YOUWHO WE AREHOW THIS BOOK IS ORGANIZEDBEGINNING YOUR JOURNEY
Acknowledgments
Introduction: What Is Indirect Spend, and How Does One Manage It?
THE TYPICAL SCENARIOSCOLLECTING MEANINGFUL SPEND DATACLARIFYING THE SCOPE OF WORKIMPLEMENTING CHANGE DESPITE OFFICE POLITICS
Part One: The Process
Chapter 1: An Introduction to Strategic Sourcing
VISIBILITYOBJECTIVITYPROJECT MANAGEMENT TOOLIN SUMMARY

Chapter 2: Data Collection and Analysis
WHAT IS DATA COLLECTION?WHERE TO START?DEALING WITH DECENTRALIZED DATA SETSSPEND ANALYSISSPEND ANALYSIS TOOLSKICKING OFF THE PROJECTSEND-USER INTERVIEWSLINE-ITEM DETAIL AND GETTING THE MOST FROM YOUR SUPPLY BASESUPPLIER INTERVIEWSANALYZING CONTRACTS AND PRICING AGREEMENTSTHE FINAL ANALYSIS: BUILDING A BASELINEIN SUMMARY
Chapter 3: Conducting Research
TYPES OF COST-SAVINGS OPPORTUNITIESUNDERSTANDING THE CATEGORYIDENTIFYING SUPPLIERSUNDERSTANDING THE SUPPLY CHAINUNDERSTANDING CURRENT MARKET CONDITIONSUNDERSTANDING THE FACTORS OF COSTREVIEW OF TECHNOLOGIES, PROCESSES, PRODUCTS, AND SERVICESCOLLECTING MARKET INTELLIGENCE THROUGH THE RFI PROCESSIN SUMMARY
Chapter 4: The RFx Process
USING THE RFI TO BEGIN THE SOURCING PHASEDEVELOPING YOUR SOURCING STRATEGYGOING TO MARKETGENERATING THE RFP AND RFQSUPPLIER SELECTION AND SCORECARD CRITERIAADMINISTERING THE RFx PROCESSREVERSE AUCTIONSALTERNATIVES TO THE RFx’THE IMPORTANCE OF FLEXIBILITY AND CREATIVITY IN THE SOURCING PROCESSIN SUMMARY
Chapter 5: Scorecarding Suppliers
MEASURING VALUE: DEVELOPING SELECTION CRITERIATHE QUANTITATIVE ANALYSIS: EVALUATING THE BID PORTION OF SUPPLIER PROPOSALSTHE QUALITATIVE APPROACH: DEVELOPING THE RFP MATRIXREFERENCESTEAMWORK AND OBJECTIVITYTECHNOLOGY’S ROLEIN SUMMARY
Chapter 6: Negotiations
KNOWING WHAT TO NEGOTIATENEGOTIATION OPTIMIZATION: DEVELOPING FINAL TARGETSGETTING TO “NO”WHAT NOT TO DOIN SUMMARY
Chapter 7: Get It in Writing
ESSENTIAL COMPONENTS OF A CONTRACTATTACHMENTSCONTRACT MANAGEMENTMAKING THE BEST USE OF YOUR LEGAL TEAMCONTRACTING PITFALLS AND LANGUAGE TO AVOIDWORKING OUTSIDE OF A CONTRACT: PRICING AGREEMENTS AND HANDSHAKESIN SUMMARY
Chapter 8: Implementation and Continuous Improvement
THE CHALLENGES OF IMPLEMENTATIONOVERCOMING CHALLENGESMONITORING IMPROVEMENTS AFTER IMPLEMENTATIONSAVINGS AND COMPLIANCE BEST PRACTICESCONTINUOUS IMPROVEMENT INITIATIVESIN SUMMARY
Chapter 9: What Not to Do During a Strategic Sourcing Initiative
CREATING OVERLY COMPLEX OR LONG RFPSMORE IS LESSLETTING THE SUPPLIER WRITE THE RFP FOR YOURFP SPAMMAKING THE SUPPLIER PUT SKIN IN THE GAMEIN SUMMARY
Part Two: The Tools
Chapter 10: The Importance of Market Intelligence
THE TYPES OF MARKET INTELLIGENCECOMPONENTS OF SUCCESSBREAKING DOWN THE COMPONENTSIN SUMMARY
Chapter 11: Tools to Assist You in Gathering Data and Expediting the Sourcing Process
TRADITIONAL INDUSTRY PUBLICATIONSGROUP PURCHASING ORGANIZATIONS IMPORT RECORDSPUBLISHED INDEXES AND REPORTSTHE WEBSOCIAL NETWORKINGRESEARCH REPORTS AND WHITE PAPERSELECTRONIC SOURCING TOOLSCONSULTANTSSELECTING A PROCUREMENT SERVICE PROVIDERIN SUMMARY
Chapter 12: Increasing Stakeholder Engagement
WHAT IS A STAKEHOLDER?WHO ARE THE STAKEHOLDERS?THE VALUE BROUGHT BY STAKEHOLDERSIN SUMMARY
Part Three: Examples from the Field
Chapter 13: Supplier Collaboration
OPENING UP YOUR REQUIREMENTSGIVING SUPPLIERS WHAT THEY NEEDHELPING SUPPLIERS WITH THEIR SUPPLY CHAINCOLLABORATING WITH SUPPLIERS IN SIMILAR INDUSTRIESIN SUMMARY
Chapter 14: Leveraging Supplier Feedback
AVOIDING THE RFP PROCESSMAKING YOURSELF THE IDEAL CUSTOMEREXAMPLES OF LEVERAGING SUPPLIER FEEDBACK SUCCESSFULLYIN SUMMARY
Chapter 15: Data Analysis
EXAMPLES OF OPTIMIZING DATA SETS TO FIND TRENDSDATA ANALYSIS AND COMPLIANCEDATA ANALYSIS AND TARGETING SPENDDATA ANALYSIS AND TRENDINGIN SUMMARY
Part Four: How to Do It
Chapter 16: Office Supplies and the Sourcing Process
UNDERSTANDING THE BASICSSPEND ANALYSISEVALUATING THE COMPETITIVE LANDSCAPEDEVELOPING YOUR SOURCING STRATEGYIMPLEMENTING STRATEGIES BEYOND BIDDINGQUALIFYING SUPPLIERS AND GOING TO MARKETANALYZING AND ASSESSING THE RESULTSCONTRACTING AND IMPLEMENTATIONMONITORING COMPLIANCEIN SUMMARY
Chapter 17: Negotiating Local and Long-Distance Telecommunications Services
SOURCING PROJECT OBJECTIVESTELECOMMUNICATIONS SPENDREVEALING SAVINGS THROUGH AUDITSOPTIMIZATION OF RESOURCESASSESSING THE MARKETPLACEIMPLEMENTING CHANGES IN SERVICEIN SUMMARY
Chapter 18: How Cell-Phone Management Drives Continuous Cost Savings
FINDING THE DECISION MAKERKNOWING YOUR CONSTITUENTSKNOWING WHAT YOU OWNUSAGE: MINUTESUSAGE: DATAUSAGE: FEATURESCONSOLIDATING PROVIDERSCONTRACT MANAGEMENTOWNING THE LINESTHE ONGOING AUDITMAINTAINING YOUR PATIENCEIN SUMMARY
Chapter 19: Getting the Best Small Package Rates
GATHERING THE DATAUNDERSTANDING PRICINGANALYZING THE DATASERVICE LEVEL AUDITGO-TO-MARKET STRATEGIESANALYZING THE BIDSCONTRACTING TIPSSTRATEGIES BEYOND NEGOTIATIONSIN SUMMARY
Chapter 20: Making Sense of MRO Spend
AN INDUSTRY OVERVIEWOBJECTIVES WHEN SOURCING MRODATA COLLECTION AND SPEND ANALYSISRESEARCHGOING TO MARKETCONTRACTINGIMPLEMENTATION, COMPLIANCE, AND CONTINUOUS IMPROVEMENTIN SUMMARY
Chapter 21: Analyzing Shipping Costs
AN OVERVIEW OF FREIGHT COSTSTHE CHALLENGES OF ANALYZING LTL COSTSDEVELOPING YOUR LANE ANALYSISCOLLECTING THE NECESSARY DATAWHERE TO GET THE DATAAGGREGATING AN INBOUND PREPAID FREIGHT HISTORYEVALUATING AND ENHANCING THE LANE ANALYSISIN SUMMARY
Chapter 22: Sourcing Services
USING SPEND ANALYSIS TO SOURCE SERVICESDEFINING THE SCOPE OF WORKDOING YOUR MARKET RESEARCHSERVICE-SOURCING STRATEGIES AND THE SERVICES RFPCASE STUDIESIN SUMMARY
About the Authors
JOE PAYNE, DIRECTOR OF STRATEGIC SOURCINGWILLIAM R. DORN JR., DIRECTOR OF OPERATIONS
About the Contributors
DAVID PASTOREKATHLEEN DALYJENNIFER ULRICHSCOTT DECKER
Index

Content preview from Managing Indirect Spend: Enhancing Profitability Through Strategic Sourcing

FOUNDED IN 1807, John Wiley & Sons is the oldest independent publishing company in the United States. With offices in North America, Europe, Asia, and Australia, Wiley is globally committed to developing and marketing print and electronic products and services for our customers’ professional and personal knowledge and understanding.

The Wiley Corporate F&A series provides information, tools, and insights to corporate professionals responsible for issues affecting the profitability of their companies, from accounting and finance to internal controls and performance management.

Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
and much more.

Read now

Unlock full access

More than 5,000 organizations count on O’Reilly

O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.

Julian F.

Head of Cybersecurity

I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.

Addison B.

Field Engineer

I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.

Amir M.

Data Platform Tech Lead

I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.

Mark W.

Embedded Software Engineer

Supply Chain Management Strategy: Using SCM to Create Greater Corporate Efficiency and Profits

Publisher Resources

ISBN: 9781118131459Purchase book

Cloud Computing

Data Engineering

Data Science

AI & ML

Programming Languages

Software Architecture

IT/Ops

Security

Design

Business

Soft Skills

Managing Indirect Spend: Enhancing Profitability Through Strategic Sourcing

by Joe Payne, William R. Dorn

Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
and much more.