SUPPLY CHAIN RESOURCE COOPERATIVE

Category Archives: Customer Relationship Management

  1. The Supply Chain Resource Cooperative held its first ever “Executive Roundtable on Excess and Obsolete Inventory” on the NC State campus on October 25, 2017.  The event was attended by 25 executives from a variety of different industries and backgrounds.  Inventory Management Partners sponsored the event, and helped to bring together the format and content […]

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  2. RACI Charts have been around for years, yet are often discounted.  RACI stands for Responsible, Accountable, Consulted, and Informed – which refers to the relative governance structure that exists in an organizational relationship.  Although RACI “charts” are often viewed as irrelevant and bureaucratic, they can provide an important clue regarding the “decision-rights” for procurement and […]

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  3. The relationship between sales and procurement has always been a contentious one, and the idea of a friendship evolving between the two functions is laughable in the minds of many managers I’ve met with. The issue at the core of this tension is the concept of value recognition. Sales account managers accuse procurement of being […]

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  4. I had an opportunity to watch some hilarious sourcing videos recently that I discovered on a sourcing blog by Citro Strategy. The three scenarios depict the actions of “hardball negotiating” procurement approaches, that are  translated into  negotiation scenarios that  individuals in the consumer sector would never dream about using!  (Actually, I’m sure that anyone who has worked […]

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  5. In the RFQ process, procurement should ideally be transparent about answering this question.  Too often, however, the sales team at suppliers providing the bid have to “guess” at what they think will be important.  The Request for Quote process, if done correctly, is a way for procurement to be able to quantify the elements of […]

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  6. One of the most important elements suppliers seek to avoid involves participation in an RFP when there is a low probability of success.  Procurement people think that every supplier will go after every RFP they put out.  Think again . Request for proposals require a business development team to expend resources.  An RFP can be just […]

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  7. In a recent discussion, a large supplier of services shred that they fail to respond to almost 50% of every RFP that comes their way!  This insight was very surprising to procurement executives we spoke with….few could believe that sales would actually not try to pursue every opportunity that came their way! There are four primary […]

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  8. The relationship between sales and procurement has always been a contentious one. The issue at the core of this tension is the concept of value recognition. Sales account managers accuse procurement of being purely price focused, and not recognizing the components of value. Procurement executives on the other hand complain that sales account managers are […]

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  9. As we look back on the chaos that erupted during the pre-Christmas rush, discussions with executives suggest that there is still a long way to go.  Most logistics companies are still far from being able to fully integrate data and analytics to better manage.  Not many people are doing much with big data and we all […]

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  10. The online magazine 1IT Enterprise recently published a special issue on some of the emerging predictions about Big Data in their latest ediction.  Many of the enterprises working in this space are still thinking about how applications can access data in the cloud, how cross-cutting applications can move from data centers to cloud-based computing, as […]

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  11. As organizations move towards visible, high velocity, transparent supply chains, a number of questions arise that are fundamental to the business, but which executive often struggle to answer with any clarity. How do we extend the concept visibility and control beyond our four walls to drive better execution in our supply chain? How do we […]

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  12. I sat in on a great session at SIG today, where SIG’s CEO Dawn Tiura had a “fireside chat” with John Sculley.  Sculley was the legendary CEO of Pepsi Cola Co who was recruited by Steve Jobs to Apple. John served as Apple CEO for 10 years increasing sales over 1000%. Under his leadership the Macintosh […]

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  13. I had an opportunity to sit in on the second day of the Sourcing Industry Group meeting in Orlando today.  Ed Hansen from the law firm of Morgan Lewis presented on the essentials of writing a good contract.  Good is a difficult word here, but it is important to think through how contracts operate in the […]

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  14. Many of the systems that we have designed to deal with financial accountability in the supply chain, are in my opinion not only cumbersome, but in many cases, create more complexity that in the end reduces transaction visibility and flow. This in turn even further “muddies the waters” and works against financial transparency, and hence accountability. […]

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  15. I had the opportunity to engage in a negotiation seminar with a large insurance company last week, and had the team work on a software contract role play.  In the scenario, there was both a buyer and supplier, and there were multiple facets to consider in the negotiation.  The problem in preparing for such a […]

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  16. I had the pleasure and honor of attending the 2nd annual Supplier Forum, hosted by Union Gas & Spectra Energy in Hamilton, Ontario at the end of April.  The meeting was intended to bring together senior executive’s from Union Gas’s top 100 suppliers, in a forum to open discuss how to drive improvement in the […]

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  17. I had the opportunity to visit EMC’s manufacturing facility in Apex, NC this afternoon.  Brent Taylor, who I met the week before at Procurement Leader’s, took me on a tour of the plant. One of the first interesting things about EMC is that like many other manufacturers in the industry, EMC’s demand is highly cyclical, […]

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  18. Today’s breaking Wall Street Journal article provides a great case study on the impacts of not properly managing contractual supplier relationships. First consider the type of supply arrangement this represented.  This was an important and emerging new technology, one that would produce manufactured sapphire to cover the face of all of Apple’s new iphone products. […]

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  19. More and more global luxury brands such as Gucci, Louis Vuitton, and others are promoting themselves as Lifestyle brands, spanning many products including fragrance, home collections, apparel, paint, wallpaper, foods, and many other products.  In this environment, the supply chain and logistics task becomes even more complex, as it involves delivering and fulfilling product and service […]

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  20. Many companies are still proclaiming that they have  “collaborative relationships”, but nowhere is this less the case then in the construction industry in oil and gas. In this environment, traditional Design-Build relationships are more risk-prone and litigious then ever. Recently I met with a group of companies in Niagara Falls, at a meeting hosted by Aecon, a […]

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  21. We had some great insights from two speakers on our final day of the SCRC Meeting.  Our first speaker was Lowell Hoffman, who spoke about some of the lessons learned he’s experienced working for 25 years in procurement as a CPO at National Can, Kraft, and Colgate-Palmolive, and 18 years of professional consulting.  Lowell emphasized […]

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  22. Our SCRC team sent out invitations to our next SCRC meeting on April 23 and 24, which will focus on a theme that is often discussed in the press, but which many people have yet to really define effectively: “Managing Relationships to Drive Supplier-Led Innovation.” The concept of measuring and structuring supplier relationships to drive […]

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  23. A lot of terminology is being thrown in pubic forums, using terms such as collaboration, partnering, relationship management, and other themes.  These terms are, in my opinion, being over-used, without really attaching too much meaning to them.  They all seem to refer to some form of “touchy-feely”, kumbaya-type of relationship between buyers and sellers, that […]

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  24. In the September issue of the Supply Chain Management Review, Andreas Wieland from Berlin Technical University and I have published a thoughtpiece on the application of social responsible criteria to the supply chain. As we discussed this concept, it became clear that three key elements lay at the foundation of creation of social responsibility when […]

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  25. ThyssenKrupp is one of the big steel producers in Europe, and is getting ready to move to a completely different supply chain model.  The company competes in a number of areas, including steel, in Europe, steel in Americase,, Materials Services, Inoxum, Elevator Technology, Plant Technology, Components Technology, and Marine Systems.  The Chairman of the Board, Dr. […]

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