upravljanje odnosov z dobavitelji s upplier r elationship m anagement
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Upravljanje odnosov z dobavitelji S upplier R elationship M anagement. Žiga Vaupot Solutions Leader. Kaj je SRM?. - PowerPoint PPT PresentationTRANSCRIPT
Upravljanje
odnosov z
dobaviteljiSupplier Relationship Management
Žiga VaupotSolutions Leader
Upravljanje odnosov z dobavitelji Upravljanje odnosov z dobavitelji (SRM) (SRM) sestavlja spekter sestavlja spekter
poslovnih odnosov z dobavitelji, ki je podprt s programsko poslovnih odnosov z dobavitelji, ki je podprt s programsko
opremo, ki omogoča medsebojno sodelovanje, in ki omogoča opremo, ki omogoča medsebojno sodelovanje, in ki omogoča
podjetjem, da izkoriščajo znanje o svojih dobaviteljih za skupen podjetjem, da izkoriščajo znanje o svojih dobaviteljih za skupen
uspeh.uspeh.
Kaj je SRM?
4 “ “ za uspeh SRM
Integracija
Povezljivost
Poznavanje dobaviteljev
Kultura sodelovanja
Supply Mgr.Define Criteria, Define Criteria, Measure Perf.Measure Perf.
Supply Mgr.Define Criteria, Define Criteria, Measure Perf.Measure Perf.
Commodity Mgr.Prepare Bid Package Prepare Bid Package
Select SuppliersSelect Suppliers
Commodity Mgr.Prepare Bid Package Prepare Bid Package
Select SuppliersSelect Suppliers
Buyer Setup, Monitor & Setup, Monitor &
Approve ContractsApprove Contracts
Buyer Setup, Monitor & Setup, Monitor &
Approve ContractsApprove Contracts
BuyerApprove Changes Approve Changes
Release OrdersRelease Orders
BuyerApprove Changes Approve Changes
Release OrdersRelease Orders
AccountingMatch & Pay Match & Pay
Reconcile RecordsReconcile Records
AccountingMatch & Pay Match & Pay
Reconcile RecordsReconcile Records
KupecKupec
Account Mgr.Manage Issues, Manage Issues,
Track SatisfactionTrack Satisfaction
Account Mgr.Manage Issues, Manage Issues,
Track SatisfactionTrack Satisfaction
BidderPrepare Response,Prepare Response,
Monitor EventMonitor Event
BidderPrepare Response,Prepare Response,
Monitor EventMonitor Event
Supplier T&C Compliance,T&C Compliance,Review & ApproveReview & Approve
Supplier T&C Compliance,T&C Compliance,Review & ApproveReview & Approve
SupplierAcknowledge & Acknowledge &
Fulfill OrderFulfill Order
SupplierAcknowledge & Acknowledge &
Fulfill OrderFulfill Order
ReceivablesGenerate Invoice,Generate Invoice,Receive PaymentReceive Payment
ReceivablesGenerate Invoice,Generate Invoice,Receive PaymentReceive Payment
Najprej ...
Analiza nabave
“Pogajanja” z dobavitelji
Upravljanje s pogodbami
Plačilo in poravnava
Izpeljava nabave
DobaviteljDobavitelj
SourceSource NabavaNabava
Business Flow: Procure-to-Pay
Vision Corporation
Warehouse staff orRequisitioner
Purchasing staff
Accounts Payable
Supplier
SupplierCollaboration
SupplierCollaboration
• Query Receipts• Send Invoice
SupplierCollaboration
SupplierCollaboration
• Query PO• Confirm PO• Create ASN
Requisition to Pay
Manage Requisition
Manage Requisition
• Enter Requisition / Generate Demand
• Approve requisition• Release Requisition
ReceivingReceiving
• Receive item
ManagePaymentManagePayment
• Create / receive Invoice
• Approve Invoice• Enter Payment
Workflow procesa
“Naroči si sam”
Portal dobavitelja
Business Flow: Procure-to-Pay
Vision Corporation
Warehouse staff orRequisitioner
Purchasing staff
Accounts Payable
Supplier
SupplierCollaboration
SupplierCollaboration
• Query Receipts• Send Invoice
SupplierCollaboration
SupplierCollaboration
• Query PO• Confirm PO• Create ASN
Requisition to Pay
Manage Requisition
Manage Requisition
• Enter Requisition / Generate Demand
• Approve requisition• Release Requisition
ReceivingReceiving
• Receive item
ManagePaymentManagePayment
• Create / receive Invoice
• Approve Invoice• Enter Payment
Analysis to Award
MonitorSupplier
Performance
MonitorSupplier
Performance
InitiateSourcingActivity
InitiateSourcingActivity AwardAward
• Optimize decision• Award• Create Contract or PO
• Publish RFQ / Auction• Place bids• Monitor Sourcing
event
Publish andSolicit QuotesPublish and
Solicit Quotes
• Periodical Contract Review• Create / Change Sourcing
Strategy• Create Sourcing Document
Priprava na “pogajanja”
Tipi “pogajanj”
Good orGood orServiceService
ExampleExample
DurationDuration
FocusFocus
Good orGood orServiceService
ExampleExample
DurationDuration
FocusFocus
RFx = Request for Information / Quote / Proposal
Auction /Bid
Well-DefinedWell-DefinedAttributesAttributes
Furniture, Memory Furniture, Memory
HoursHours
NegotiateNegotiateBest PriceBest Price
Auction /Bid
Well-DefinedWell-DefinedAttributesAttributes
Furniture, Memory Furniture, Memory
HoursHours
NegotiateNegotiateBest PriceBest Price
Offer / Counteroffer
Standard Standard CommoditiesCommodities
Paper, Metals, OilPaper, Metals, Oil
VariesVaries
Best Terms:Best Terms:Price, Delivery, Price, Delivery,
PaymentPayment
Offer / Counteroffer
Standard Standard CommoditiesCommodities
Paper, Metals, OilPaper, Metals, Oil
VariesVaries
Best Terms:Best Terms:Price, Delivery, Price, Delivery,
PaymentPayment
RFx /Quote
Complex,Complex,Engineer to OrderEngineer to Order
Construction, Govt.Construction, Govt.
Days or WeeksDays or Weeks
Meet Need forMeet Need forMany AttributesMany Attributes
RFx /Quote
Complex,Complex,Engineer to OrderEngineer to Order
Construction, Govt.Construction, Govt.
Days or WeeksDays or Weeks
Meet Need forMeet Need forMany AttributesMany Attributes
“Povabilo na ples”
Spremljanje ponudb in izbor najugodnejše
Business Flow: Procure-to-Pay
Vision Corporation
Warehouse staff orRequisitioner
Purchasing staff
Accounts Payable
Supplier
SupplierCollaboration
SupplierCollaboration
• Query Receipts• Send Invoice
SupplierCollaboration
SupplierCollaboration
• Query PO• Confirm PO• Create ASN
Requisition to Pay
Manage Requisition
Manage Requisition
• Enter Requisition / Generate Demand
• Approve requisition• Release Requisition
ReceivingReceiving
• Receive item
ManagePaymentManagePayment
• Create / receive Invoice
• Approve Invoice• Enter Payment
Analysis to Award
MonitorSupplier
Performance
MonitorSupplier
Performance
InitiateSourcingActivity
InitiateSourcingActivity AwardAward
• Optimize decision• Award• Create Contract or PO
• Publish RFQ / Auction• Place bids• Monitor Sourcing
event
Publish andSolicit QuotesPublish and
Solicit Quotes
• Periodical Contract Review• Create / Change Sourcing
Strategy• Create Sourcing Document
Manage Suppliers
ReviewSupplier
Performance
ReviewSupplier
Performance
• The supplier performance is reviewed by defects, delivery exceptions, price, volume and amounts
ReviewPurchasing
History
ReviewPurchasing
History
• The purchasing history is reviewed by item, by commodity and by supplier
Popolna informacija. Takoj!
To ni vse …
Engineer Design Prototype,Design Prototype,
Share RequirementsShare Requirements
Engineer Design Prototype,Design Prototype,
Share RequirementsShare Requirements
Planner Share Forecasts Share Forecasts and Schedulesand Schedules
Planner Share Forecasts Share Forecasts and Schedulesand Schedules
Production MgrBuild Schedules,Build Schedules,Manage ChangesManage Changes
Production MgrBuild Schedules,Build Schedules,Manage ChangesManage Changes
Engineer Share Capability, Share Capability,
Track ProjectTrack Project
Engineer Share Capability, Share Capability,
Track ProjectTrack Project
Planner Share Available-to- Share Available-to- Promise, CapacityPromise, Capacity
Planner Share Available-to- Share Available-to- Promise, CapacityPromise, Capacity
Mfg. ManagerMake, Drop-Ship Make, Drop-Ship
to Customerto Customer
Mfg. ManagerMake, Drop-Ship Make, Drop-Ship
to Customerto Customer
Načrtovanje izdelkov
Skupno planiranje
Izdvojena proizvodnja
Obnavljanje zalog
BuyerBuyer SupplierSupplier
Logistika
Inventory MgrSend Replenishment Send Replenishment Request, Deliver to Request, Deliver to
Point of UsePoint of Use
Inventory MgrSend Replenishment Send Replenishment Request, Deliver to Request, Deliver to
Point of UsePoint of Use
Warehouse MgrPick, Pack, Ship Pick, Pack, Ship and Replenishand Replenish
Warehouse MgrPick, Pack, Ship Pick, Pack, Ship and Replenishand Replenish
Logistics Mgr.Quote, PickQuote, Pick
Deliver, ConfirmDeliver, Confirm
Logistics Mgr.Quote, PickQuote, Pick
Deliver, ConfirmDeliver, Confirm
Warehouse Mgr.Shipment Status,Shipment Status,
ReceiveReceive
Warehouse Mgr.Shipment Status,Shipment Status,
ReceiveReceive
DizajnDizajn PlaniranjePlaniranje IzdobavaIzdobavaProizvodnjaProizvodnja
Viri: AMR, Aberdeen Group, Pittiglio Rabin Todd & McGrath (PRTM), IDC
Priložnosti
DizajnDizajn
SourceSource
PlaniranjePlaniranje
NabavaNabava
ProizvodnjaProizvodnja
IzdobavaIzdobava
Cikel dizajniranjaCikel dizajniranja 25-30% 25-30%Čas vstopa na trgČas vstopa na trg 10-15% 10-15%Cikel dizajniranjaCikel dizajniranja 25-30% 25-30%Čas vstopa na trgČas vstopa na trg 10-15% 10-15%
Cena na enotoCena na enoto 5-20% 5-20% Pokritost izdelkovPokritost izdelkov 30-70% 30-70% Cena na enotoCena na enoto 5-20% 5-20% Pokritost izdelkovPokritost izdelkov 30-70% 30-70%
ZalogeZaloge 5-25% 5-25%Točnost napovediTočnost napovedi 25-80% 25-80%ZalogeZaloge 5-25% 5-25%Točnost napovediTočnost napovedi 25-80% 25-80%
Zaletavo nakupovanjeZaletavo nakupovanje 20-75% 20-75% Količinski popustiKoličinski popusti 5-20% 5-20%Zaletavo nakupovanjeZaletavo nakupovanje 20-75% 20-75% Količinski popustiKoličinski popusti 5-20% 5-20%
ZalogeZaloge 50- 90% 50- 90% Procesni stroškiProcesni stroški 50-75% 50-75%ZalogeZaloge 50- 90% 50- 90% Procesni stroškiProcesni stroški 50-75% 50-75%
Pravočasnost dobavPravočasnost dobav 10-20% 10-20%Izkoriščenost kapacitetIzkoriščenost kapacitet 5-10% 5-10%Pravočasnost dobavPravočasnost dobav 10-20% 10-20%Izkoriščenost kapacitetIzkoriščenost kapacitet 5-10% 5-10%
DizajnDizajn PPlanlaniranjeiranje NabavaNabava ProizvodnjaProizvodnja IzdobavaIzdobava SourceSource
Oraclova rešitev za SRM
Analizanabave
PogajanjaZ dobavitelji
Upravljanjepogodb
Plačilo inPlačilo inporavanavaporavanava
IzvedbaIzvedbanabavenabave
Načrtovanjeizdelkov
Skupnoplaniranje
IzdvojenaIzdvojenaproizvodnjaproizvodnja
Obnavljanjezalog
LogistikaLogistika
KUPEC
DOBAVITELJ
Integrirano poslovno obveščanjeIntegrirano poslovno obveščanje
Oddaja/Oddaja/izvedba zunajizvedba zunaj
LogistikaLogistika
““Pogajanja”Pogajanja”NačrtiNačrtiizdelkovizdelkov
PogodbePogodbe
PlaniPlani
AnalizaAnalizanabavenabave
Splošni Podatkovni
Model(9i platforma)
Splošni Podatkovni
Model(9i platforma)
ZalogeZalogePlačilaPlačila IzvedbaIzvedbanabavenabave
En, celovit podatkovni model
Vsi podatki v eni bazi
Ena verzija “resnice”
Dostopen iz katerekoli naprave
Osnova: Splošni podatkovni model
SRM poslovno obveščanjePopolna 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 IntelligenceVse informacije na dlani
Kako se povezujemo z dobavitelji?
Point-to-hub Povezava preko tržnice Povežeš se enkrat za vselej Izkoriščanje industrijskih
standardov
Izdobava
TržnicaTržnica
Dizajn
Naročilo Plan
Proizvajalec Partner
DobaviteljKupec
DobaviteljDobaviteljKupecKupec
Point-to-Point Neposredna povezava z
dobaviteljem “Mapiranje” za vsako povezavo Večja kontrola nad povezavami
Običajno se uporablja kombinacija obeh pristopov!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 Fragmentirana informacija o dobaviteljuinformacija o dobavitelju
360360o o pogled na pogled na dobaviteljadobavitelja
Podpora odprtim Podpora odprtim standardom povezljivostistandardom povezljivosti
Pomankanje enotnega Pomankanje enotnega standarda povezljivostistandarda povezljivosti
Ročne interakcijeRočne interakcije Avtomatizacija procesovAvtomatizacija procesov
Osredotočenost na posamezne najnižje stroške Osredotočenost na celotne Osredotočenost na celotne
stroške lastništvastroške lastništva