Upravljanje odnosov z dobavitelji Supplier Relationship Management Žiga Vaupot Solutions Leader

Kaj je SRM? Upravljanje odnosov z dobavitelji (SRM) sestavlja spekter poslovnih odnosov z dobavitelji, ki je podprt s programsko opremo, ki omogoča medsebojno sodelovanje, in ki omogoča podjetjem, da izkoriščajo znanje o svojih dobaviteljih za skupen uspeh.

4 “ “ za uspeh SRM Integracija Povezljivost Poznavanje dobaviteljev Kultura sodelovanja

Najprej ... Kupec Dobavitelj Source Nabava Supply Mgr. Analiza nabave Define Criteria, Measure Perf. Analiza nabave Account Mgr. Manage Issues, Track Satisfaction Commodity Mgr. Prepare Bid Package Select Suppliers Bidder Prepare Response, Monitor Event “Pogajanja” z dobavitelji Buyer Setup, Monitor & Approve Contracts Supplier T&C Compliance, Review & Approve Upravljanje s pogodbami Buyer Approve Changes Release Orders Supplier Acknowledge & Fulfill Order Izpeljava nabave Accounting Match & Pay Reconcile Records Plačilo in poravnava Receivables Generate Invoice, Receive Payment

Business Flow: Procure-to-Pay Supplier Collaboration Query Receipts Send Invoice Query PO Confirm PO Create ASN Requisition to Pay Manage Requisition Enter Requisition / Generate Demand Approve requisition Release Requisition Receiving Receive item Manage Payment Create / receive Invoice Approve Invoice Enter Payment Vision Corporation Warehouse staff or Requisitioner Purchasing staff Accounts Payable Supplier

Workflow procesa

“Naroči si sam”

Portal dobavitelja

Business Flow: Procure-to-Pay Analysis to Award Monitor Supplier Performance Initiate Sourcing Activity Award Optimize decision Create Contract or PO Publish RFQ / Auction Place bids Monitor Sourcing event Publish and Solicit Quotes Periodical Contract Review Create / Change Sourcing Strategy Create Sourcing Document Supplier Collaboration Query Receipts Send Invoice Query PO Confirm PO Create ASN Requisition to Pay Manage Requisition Enter Requisition / Generate Demand Approve requisition Release Requisition Receiving Receive item Manage Payment Create / receive Invoice Approve Invoice Enter Payment Vision Corporation Warehouse staff or Requisitioner Purchasing staff Accounts Payable Supplier

Priprava na “pogajanja”

Tipi “pogajanj” RFx / Quote Auction / Bid Offer / Counteroffer Complex, Engineer to Order Construction, Govt. Days or Weeks Meet Need for Many Attributes Auction / Bid Well-Defined Attributes Furniture, Memory Hours Negotiate Best Price Offer / Counteroffer Standard Commodities Paper, Metals, Oil Varies Best Terms: Price, Delivery, Payment Good or Service Example Duration Focus RFx = Request for Information / Quote / Proposal

“Povabilo na ples”

Spremljanje ponudb in izbor najugodnejše

Business Flow: Procure-to-Pay Analysis to Award Monitor Supplier Performance Initiate Sourcing Activity Award Optimize decision Create Contract or PO Publish RFQ / Auction Place bids Monitor Sourcing event Publish and Solicit Quotes Periodical Contract Review Create / Change Sourcing Strategy Create Sourcing Document Supplier Collaboration Query Receipts Send Invoice Query PO Confirm PO Create ASN Requisition to Pay Manage Requisition Enter Requisition / Generate Demand Approve requisition Release Requisition Receiving Receive item Manage Payment Create / receive Invoice Approve Invoice Enter Payment Manage Suppliers Review Supplier Performance The supplier performance is reviewed by defects, delivery exceptions, price, volume and amounts Purchasing History The purchasing history is reviewed by item, by commodity and by supplier Vision Corporation Warehouse staff or Requisitioner Purchasing staff Accounts Payable Supplier

Popolna informacija. Takoj!

To ni vse … Buyer Supplier Dizajn Planiranje Proizvodnja Izdobava Engineer Design Prototype, Share Requirements Engineer Share Capability, Track Project Načrtovanje izdelkov Planner Share Forecasts and Schedules Skupno planiranje Planner Share Available-to- Promise, Capacity Production Mgr Build Schedules, Manage Changes Izdvojena proizvodnja Mfg. Manager Make, Drop-Ship to Customer Inventory Mgr Send Replenishment Request, Deliver to Point of Use Warehouse Mgr Pick, Pack, Ship and Replenish Obnavljanje zalog Warehouse Mgr. Shipment Status, Receive Logistika Logistics Mgr. Quote, Pick Deliver, Confirm

Priložnosti Dizajn Source Planiranje Nabava Proizvodnja Izdobava Cikel dizajniranja 25-30% Čas vstopa na trg 10-15% Source Cena na enoto 5-20% Pokritost izdelkov 30-70% Planiranje Zaloge 5-25% Točnost napovedi 25-80% Nabava Zaletavo nakupovanje 20-75% Količinski popusti 5-20% Proizvodnja Zaloge 50- 90% Procesni stroški 50-75% Izdobava Pravočasnost dobav 10-20% Izkoriščenost kapacitet 5-10% Viri: AMR, Aberdeen Group, Pittiglio Rabin Todd & McGrath (PRTM), IDC

Oraclova rešitev za SRM KUPEC Dizajn Source Planiranje Nabava Proizvodnja Izdobava Integrirano poslovno obveščanje Analiza nabave Skupno planiranje Izvedba nabave Načrtovanje izdelkov Pogajanja Z dobavitelji Izdvojena proizvodnja Logistika Obnavljanje zalog Plačilo in poravanava Upravljanje pogodb DOBAVITELJ

Osnova: Splošni podatkovni model Načrti izdelkov Analiza nabave “Pogajanja” En, celovit podatkovni model Vsi podatki v eni bazi Ena verzija “resnice” Dostopen iz katerekoli naprave Logistika Pogodbe Splošni Podatkovni Model (9i platforma) Oddaja/ izvedba zunaj Plani Plačila Izvedba nabave Zaloge

SRM poslovno obveščanje Popolna poslovna informacija v realnem času Od katerih dobaviteljev nabavljamo koliko materiala? Kateri dobavitelji so najbolj učinkoviti? Kolikšen delež nabav gre mimo sklenjenih pogodb z dobavitelji? Kakšna je možnost, da konsolidiramo dobavitelje? Koliko v povprečju traja, da dobimo tisto kar smo naročili?

Daily Business Intelligence Vse informacije na dlani

Kako se povezujemo z dobavitelji? Proizvajalec Partner Izdobava Dizajn Kupec Dobavitelj Tržnica Naročilo Plan Kupec Dobavitelj Point-to-Point Neposredna povezava z dobaviteljem “Mapiranje” za vsako povezavo Večja kontrola nad povezavami Point-to-hub Povezava preko tržnice Povežeš se enkrat za vselej Izkoriščanje industrijskih standardov Običajno se uporablja kombinacija obeh pristopov!

Povezljivost XML Varno, zanesljivo, enkratno posredovanje sporočila Podpora OAGI XML standardu EDI Podpora industrijskim standardom(EDIFACT, X12, itn) Partnerstvo s pomembnejšimi EDI prevajalniki Email Interaktivna povezljivost, enostaven dostop, ni integracije Uporabno, a vendar z omejeno uporabnostjo Portal Komunikacija z večimi partnerjih preko enega samega “kanala” Enostavna konfiguracija za omogočanje dostopa dobaviteljevem preko dodeljenih vlog

Za konec: Kaj želimo s SRM doseči? Fragmentirana informacija o dobavitelju 360o pogled na dobavitelja Ročne interakcije Avtomatizacija procesov Osredotočenost na posamezne najnižje stroške Osredotočenost na celotne stroške lastništva Podpora odprtim standardom povezljivosti Pomankanje enotnega standarda povezljivosti