Escolar Documentos
Profissional Documentos
Cultura Documentos
The RFP…
• Vendor Selection
• Vendor Negotiation
The Point Of Selection
• Service-level agreements
– Innovation
– Flexibility
Balanced Scorecard
Weighted metrics
– Relationship
– Cost management
– Quality
– Delivery
Balanced-Scorecard Elements
Cost
Relationship Management Quality Delivery
Quality/ expertise of On-time
Commitment On-budget delivery
staff delivery
Lead time/
Flexibility Discounted pricing Staff turnover Order cycle
time
Shared price Response/
Innovation Order accuracy
reduction repair time
No. of defects/ Orders
Customer
Invoice accuracy Conformance to delivered
satisfaction
specs completely
Percentage of
Dead on arrivals/
vendor-managed
Shipping damage
inventory
Order costs Warranty returns
Transportation/ Mean time between
shipping failure/ repairs
Commitment
• Number of account management visits
• Special access to new developments within the
vendor's research and development activities
• Tours of vendor facilities
• Access to vendor's sensitive information
• Access to vendor subject-matter experts
• Quality of vendor-customer executive relationships
• Trust Ratio =
Promises Made By Vendor
+ Promises Kept By Vendor
Flexibility
• Willingness or ability to respond to unanticipated
demand
• Willingness to modify order entry systems or
other vendor systems facilitating customer
• Flexibility of contract terms and conditions
• Ease of negotiation
• Willingness to change products or services to
meet changing needs of customer
• Number of contract disputes
Converting Performance Into
Quantifiable And Quantitative Measurements
• Value-for-money metrics
• Ongoing evaluation
• True partnership-in-practice behavior
• Categorizing vendors
– Vendor management,
– Conducting a vendor rationalization program
– Determining vendors to invest more time in
– Developing vendor relationship rules of
engagement.
Account Reviews
• Regularity
• Discussed the balanced scorecard
• highlight the more strategic aspects
• Utilize the 6-6-60 format
– past six (6) months' value-for-money metrics
– next six (6) months' plans
– within sixty (60) minutes