This book takes a process approach of identifying, evaluating, selecting, managing and developing suppliers to create more value for customers. It begins by outlining the mental shift necessary to build robust relationships with suppliers. Next, the book details strategic sourcing methodology: a step-by-step approach for creating productive relationships with key suppliers, providing illustrations and examples from the author's experience throughout. The third and final part of the book provides details of a comprehensive process developed to arm the negotiation team with all facts necessary to reach desired outcomes. This detailed step-by-step process consists of negotiation strategy and case building, supplier response and positioning, negotiation planning, discussions, and resolution, and supplier evaluation. In addition, the book highlights best practices in strategic sourcing representing tactics for buyers to leverage their buying power to ensure they attain full value. These best practices are drawn from several strategic sourcing projects carried out for leading companies in the USA over several years.

Represents a practical guide to managing supplier performance Provides a thorough insight into strategic sourcing Outlines the mental shift necessary to build robust relationships with suppliers Includes best practices drawn from several strategic sourcing projects Includes supplementary material: sn.pub/extras

Autorentext

Dr. Parniangtong (also known in the USA as Jack P. Chen) is President of CMBT, Strategy and Management Consulting Co. Ltd. His expertise is in competitive strategy formulation, strategy execution, and supply chain management. He also serves as Adjunct Professor at Thammasart University where he is actively addressing issues in the field of Competitive Strategy & Strategy Implementation. Over the past decade, he served as Strategy & Management Professor at Sasin Graduate Institute of Business Administration of Chulalongkorn University where he held Department Head and Administrative Positions, taught and conducted research in the areas of strategic management. He has over 20 years of consulting and work experience with international consulting firms in the USA, prior to coming back to Thailand in 2001. He is a certified board member and serves as Chairman of the Compensation and Nomination Committee, Independent Board Member, and Member of the AuditCommittee for PM Thoresen Asia Holdings Public Co. Ltd., and Patum Rice Mill and Granary Public Company Limited (Stock Exchange of Thailand-Listed companies). He serves as strategy advisor to several SET-Listed companies in the consumer product, financial, retailing, and energy industry, and for the Royal Thai Government. While living in the USA, where he spent almost 30 years, Dr. Sathit worked for Booz, Allen & Hamilton, and AT Kearney, where he managed consulting assignments in strategic management and operational improvements for General Motors, Inland Steel, USAir, Northwest Airline, Lucent Technology, The Department of Transportation, and The Federal Aviation Administration. He also managed oversea consulting projects in Europe, Asia and Latin America. Prior to his consulting career, he held corporate positions at American Airlines and Baxter. He also served as adjunct professor at George Washington University andUniversity of Texas-Arlington. Sathit has a PhD in Operations Management and Finance, Master's and Bachelor's degree in Industrial Engineering, all from the University of Wisconsin--Milwaukee.

Inhalt
Chapter 1: Strategic Sourcing: Introduction.- Chapter 2: Strategic Sourcing: Concepts, Principles & Methodology.- Chapter 3: Strategic Sourcing: Internal Analysis.- Chapter 4: Strategic Sourcing: Expenditure Category Strategy Formulation.- Chapter 5: Strategic Sourcing: The Supplier Strategy.- Chapter 6: Strategic Sourcing: Fact-Based Negotiation (FBN) Planning and Strategy.- Chapter 7: Strategic Sourcing: Required Infrastructure for Supply Management.- Index.