sourcing & procurement a trusted advisor · trusted advisor . a trusted advisor is a...
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Sourcing & Procurement: A Trusted Advisor Rick Wertsching, Vice President, Sourcing & Procurement The Walt Disney Company ISM Indirect Procurement 2015 Orlando, FL December 3, 2105
Stakeholder / Client
Stakeholder: • A person with an interest or concern in something,
especially a business. • A stakeholder is any person, organization, social
group, or society at large that has a stake in the business. Thus, stakeholders can be internal or external to the business. A stake is a vital interest in the business or its activities
Client: • Customer of a professional service provider, or the
principal of an agent or contractor. 2
Who are the Stakeholders/Clients?
• Finance / Audit • Legal • Administration (HR, Facilities, Shared Services) • C-Suite • Technical
(IT/Engineering Services) • Operations • Creative
(e.g. Marketing) ©
3
Trusted Advisor
A trusted advisor is a relationship in which virtually all issues, personal and professional are open to discussion and exploration. The trusted advisor is the person the client turns to when and issue first arises.
Subject Matter Expert (SME)
SME plus Affiliated Field
Valuable Resource
Trusted Advisor Br
eadt
h of
Bus
ines
s Iss
ues
Depth of Personal Relationship
David H. Maister, Charles H. Green and Robert M. Galford. The Trusted Advisor. New York: The Free Press, 2000. Pg 30, Fig 2.1. The Evolution of a Client-Advisor Relationship.
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Stake Holder Mapping
Stake Holder Subject Matter Expert
SME + Affiliated
Field
Valuable Resource
Trusted Advisor
Technical (IT/Engineering Services)
Operations
HR
Legal
Finance / Audit
C-Suite
© 5
Building Trust
• Credibility • Reliability • Connected • Selflessness • Integrity
6 ©
Tactics to Building Trust
• Key Stakeholder meetings (e.g. staff & strategy meetings)
• Product & Service Showcases • Embedded in the business • Social – After hours • Be visible • Publish or Perish
7
©
Develop the Right Mindset and Behaviors
• We are teachers • Do what you say you are going to do • Sense of urgency • Listen • Self awareness • Care • Put them first
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©
Early Involvement Matters
Early Involvement Matters
0.0%
5.0%
10.0%
15.0%
20.0%
25.0%
Project Planning DemandSpecification
RFI/RFP Negotiation SupplierSelection
Contract Implementation
FY00-03 FY07
When Strategic Sourcing becomes involved at these stages, the range of savings is 0-11%
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Value Proposition
– Commercial Terms – Brand Protection – Innovation – Revenue Generation – Link to Marketplace – Market Intelligence – Category Knowledge
– Total Cost of Ownership – Quality and Timeliness – Environmental Compliance – International Labor
Standards Compliance – Supplier Diversity – Business Continuity – Strategy
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