Managing Indirect Spend: Enhancing Profitability Through Strategic Sourcing

Introduction Part One: The Process Chapter One: An Introduction to Strategic Sourcing X Visibility X Objectivity X Project Management Tool X In Summary X Chapter Two: Data Collection and Spend Analysis X What Is Data Collection? X Where to Start? X Dealing with Decentralized Data Sets X Spend Analysis X Spend Analysis Tools X Kicking Off the Projects X End-User Interviews X Line-Item Detail and Getting the Most from Your Supply Base X Supplier Interviews X Analyzing Contracts and Pricing Agreements X The Final Analysis: Building a Baseline X In Summary X Chapter Three: Conducting Research X Types of Cost-Savings Opportunities X Understanding the Category X Identifying Suppliers X Understanding the Supply Chain X Understanding Current Market Conditions X Understanding the Factors of Cost X Review of Technologies, Processes, Products, and Services X Collecting Market Intelligence Through the RFI Process X In Summary X Chapter Four: The RFX Process X Using the RFI to Begin the Sourcing Phase X Developing Your Sourcing Strategy X Going to Market X Generating the RFP and RFQ X Supplier Selection and Scorecard Criteria X Administering the RFX Process X Reverse Auctions X Alternatives to the RFX--The Importance of Flexibility and Creativity in the Sourcing Process XX In Summary Chapter Five: Scorecarding Suppliers X Measuring Value: Developing Selection Criteria X The Quantitative Analysis: Evaluating the Bid Portion of Supplier Proposals X The Qualitative Approach: Developing the RFP Matrix X References X Teamwork and Objectivity X Technology's Role X In Summary X Chapter Six: Negotiations X Knowing What to Negotiate X Negotiation Optimization: Developing Final Targets X Getting to "No" XX What Not to Do XX In Summary XX Chapter Seven: Get It in Writing X The Contracting Phase X Essential Components of a Contract X Attachments XX Contract Management XX Making the Best Use of Your Legal Team XX Contracting Pitfalls and Language to Avoid XX Working Outside of a Contract: Pricing Agreements and Handshakes XX In Summary XX Chapter Eight: Implementation and Continuous Improvement X The Challenges of Implementation X Overcoming Challenges X Monitoring Improvements After Implementation X Savings and Compliance Best Practices XX Continuous Improvement Initiatives XX In Summary XX Chapter Nine: What Not to Do During a Strategic Sourcing Initiative X Creating Overly Complex or Long RFPs X Letting the Supplier Write the RFP for You X RFP Spam X In Summary XX Part Two: The Tools Chapter Ten: The Importance of Market Intelligence X The Types of Market Intelligence X Components of Success X Breaking Down the Components XX In Summary XX Chapter Eleven: Introduction to Procurement Technology X A Brief History of Procurement Technology X The Solution Landscape X Upstream and Downstream Procurement X Spend Analysis X Sourcing X Reverse Auctions XX Contract Lifecycle Management (CLM) XX Supplier Information Management (SIM) XX Supplier Performance Management (SPM) XX Supplier Risk Management (SRM) XX Procurement (PXP) XX Invoicing and Payment XX SXP Individual Products Versus Full-Suite Solutions XX In Summary XX Chapter Twelve: Increasing Stakeholder and Supplier Engagement X What Is a Stakeholder? X Who Are the Stakeholders? X The Value Brought by Stakeholders X In Summary XX Chapter Thirteen: Leveraging Group Purchasing Organizations X Types of GPOs X Services Provided by GPOs X Benefits of GPOs X GPO Disadvantages X Best Practices for Managing GPO Relationships XX Summary XX Part Three: Examples from the Field Chapter Fourteen: Supplier Collaboration X Opening Up Your Requirements X Giving Suppliers What They Need X Helping Suppliers With Their Supply Chain X Collaborating With Suppliers in Similar Industries X In Summary X Chapter Fifteen: Leveraging Supplier Feedback X Avoiding the RFP Process X Making Yourself the Ideal Customer X Examples of Leveraging Supplier Feedback Successfully X In Summary X Chapter Sixteen: Opportunity Assessment and Sourcing Roadmap X Introduction X Starting with Spend Analysis X Procurement Taxonomy X Opportunity Assessment X Roadmap XX In Summary XX Part Four: How to Do It--Sourcing Chapter Seventeen: Determining Project Complexity X Complexity Drivers X In Summary XX Chapter Eighteen: Planning and Optimizing Low-complexity Projects X Getting Familiar with Low Complexity X Where to Find Low Complexity Projects X Dealing with Unexpected Complexity X Adding Complexity with Purpose X Factoring Low-complexity Projects into Your Roadmap X In Summary X Chapter Nineteen: Navigating High-Complexity Projects X Process Drivers X Project Drivers XX In Summary XX Part Five: How to Do It--Building and Managing an Indirect Procurement Team Chapter Twenty: Building an Indirect Procurement Team X Defining the Role of Procurement X Designing the Framework X Building the Team XX In Summary XX Chapter Twenty-One: Team Training and Development X Where to Begin X Balancing the Content X How to Make It Stick X In Summary X Chapter Twenty-Two: Process, Policy, and Digitalization X Enacting the Change X The Role of Governance X Enabling the Team through Technology X In Summary XX