purhasing business services 201213
TRANSCRIPT
What has gone wrong?
• Definition of the need? • Supplier selection? • Contract model? • Customer – supplier collaboration? • Risk manaagement? • Management of unexpected events?
Competitive tendering useful or not?
Outsource or insource?
Sounds expensive! … compared to what?
Key questions
• What is the importance of services for companies?
• What is the range of external services that needs to be managed by organizations?
• What tools are required in the business services purchaser’s toolbox?
Share of service purchasing for all Finnish companies
Lähde: Tilastokeskus
Share of business services is larger than generally believed
The role of externally bought services in the value creation of firms.
Lähde: ETLA / Seppälä 2013
The broad range of business services Industrial services, with an emphasis on increased efficiency of the buying company’s activities
Knowledge-intensive services, with an emphasis on innovation and
enhanced value-creation of the buying company
Catering
Training
Cleaning
Travel
Technical consulting Healthcare
Industrial maintenance
ICT services
Product design services
Marketing & media
Technology & innovation related
services
Temporary labour
Office supplies
Logistics services
Security
Traditional purchasing
Traditional purchasing is said to focus on the relatively simple context of a large, powerful customer buying a straightforward product from a smaller, subservient supplier selected from among a large number of similar candidates. Today, purchasing is too important to be left to the purchasing department alone!
Service purchasing process
A-R-A –model for understanding and analyzing the supply market
RFI - RFP - RFQ Request-For- Information
Request-For- Proposal
Request-For- Quotation
Four methods for focusing a service supply contract
Three key points
• Purchasing business services brings new types of challenges for traditional purchasing.
• Tools and methods improve the effectiveness of purchasing business services.
• Purchasing has a direct impact on profitability, but purchasing business services may influence the buying company’s performance far into the future.
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