Managing Indirect Spend. Joe Payne

      

      Table of Contents

      1  Cover

      2  Title Page

      3  Copyright

      4  Dedication

      5  Preface WHAT THIS BOOK WILL DO FOR YOU WHO WE ARE HOW THIS BOOK IS ORGANIZED BEGINNING YOUR JOURNEY

      6  Acknowledgments

      7  About the Authors JOE PAYNE WILLIAM R. DORN DAVID PASTORE JENNIFER ULRICH

      8  PART I: The Process CHAPTER 1: An Introduction to Strategic Sourcing VISIBILITY OBJECTIVITY PROJECT MANAGEMENT TOOL IN SUMMARY CHAPTER 2: Data Collection and Spend Analysis WHAT IS DATA COLLECTION? WHERE TO START? DEALING WITH DECENTRALIZED DATA SETS SPEND ANALYSIS SPEND ANALYSIS TOOLS KICKING OFF THE PROJECTS END‐USER INTERVIEWS LINE‐ITEM DETAIL AND GETTING THE MOST FROM YOUR SUPPLY BASE SUPPLIER INTERVIEWS ANALYZING CONTRACTS AND PRICING AGREEMENTS THE FINAL ANALYSIS: BUILDING A BASELINE IN SUMMARY CHAPTER 3: Conducting Research TYPES OF COST‐SAVINGS OPPORTUNITIES UNDERSTANDING THE CATEGORY IDENTIFYING SUPPLIERS UNDERSTANDING THE SUPPLY CHAIN UNDERSTANDING CURRENT MARKET CONDITIONS UNDERSTANDING THE FACTORS OF COST REVIEW OF TECHNOLOGIES, PROCESSES, PRODUCTS, AND SERVICES COLLECTING MARKET INTELLIGENCE THROUGH THE RFI PROCESS IN SUMMARY CHAPTER 4: The RFx Process USING THE RFI TO BEGIN THE SOURCING PHASE DEVELOPING YOUR SOURCING STRATEGY GOING TO MARKET GENERATING THE RFP AND RFQ SUPPLIER SELECTION AND SCORECARD CRITERIA ADMINISTERING THE RFX PROCESS REVERSE AUCTIONS ALTERNATIVES TO THE RFX—THE IMPORTANCE OF FLEXIBILITY AND CREATIVITY IN THE SOURCING PROCESS IN SUMMARY CHAPTER 5: Scorecarding Suppliers MEASURING VALUE: DEVELOPING SELECTION CRITERIA THE QUANTITATIVE ANALYSIS: EVALUATING THE BID PORTION OF SUPPLIER PROPOSALS THE QUALITATIVE APPROACH: DEVELOPING THE RFP MATRIX REFERENCES TEAMWORK AND OBJECTIVITY TECHNOLOGY'S ROLE IN SUMMARY CHAPTER 6: Negotiations KNOWING WHAT TO NEGOTIATE NEGOTIATION OPTIMIZATION: DEVELOPING FINAL TARGETS GETTING TO “NO” WHAT NOT TO DO IN SUMMARY CHAPTER 7: Get It in Writing ESSENTIAL COMPONENTS OF A CONTRACT ATTACHMENTS CONTRACT MANAGEMENT MAKING THE BEST USE OF YOUR LEGAL TEAM CONTRACTING PITFALLS AND LANGUAGE TO AVOID WORKING