<TitleType>01</TitleType> <TitleText>E-Management

06 3012405004818 Ciaco scrl onixsuitesupport@onixsuite.com 20260416 eng

COM.ONIXSUITE.9782930344997 03 02 i6doc 01 SKU 72523 02 2930344997 03 9782930344997 15 9782930344997 10 BC <TitleType>01</TitleType> <TitleText>E-Management - Chaire ING</TitleText> Numéro 2 <TitleType>01</TitleType> <TitleText>Collaborative Sourcing</TitleText> <Subtitle>Strategic Value Creation through Collaborative Supplier Relationship Management</Subtitle> 01 GCOI 28001100129850 1 A01 Michel Philippart Philippart, Michel Michel Philippart After being Director, Sourcing and Procurement for GSK Biologicals, Michel Philippart has dedicated his career to sharing his knowledge. He has led change initiatives in Procurement for several years, for consulting firms such as McKinsey and for consumer good companies like PepsiCo's Frito-Lay. He teaches strategic procurement at various universities in France and Belgium. In 2016, he defended his doctoral thesis at Paris Dauphine. He is now teaching atEDHEC Business School. 24 Présentation de l'auteur https://www.edhec.edu/fr/corps-professoral-et-chercheurs/philippart-michel-dba 2 A01 Christian Verstraete Verstraete, Christian Christian Verstraete Christian Verstraete has the global responsibility for the development of Manufacturing & Distribution Industry solutions at HP 3 A01 Serge Wynen Wynen, Serge Serge Wynen 1 01 eng 02 eng 262 00 262 03 BUS000000 29 2012 3177 MANAGEMENT, GESTION ET ECONOMIE D'ENTREPRISE 10 BUS041000 24 INTERNET Gestion de la production 24 INTERNET Marketing et ventes 24 INTERNET Politique générale de l'entreprise 01 06 01 How much value do you create because of the way you work with your suppliers? Are you reducing costs, like all your competitors? Or are you capable of building a differentiating relationship with selected suppliers? The authors explain how collaborative sourcing can create sustainable competitive advantages, and how world-class procurement teams are managing a portfolio of supplier relationships, from the traditional arm's-length negotiation to full-fledged collaboration. They develop their recommendations based on multiple case studies, examples and their own professional experience. This book provides a comprehensive framework to evaluate when and how collaborative sourcing should be applied. Which are the key sourcing processes and the infrastructure required for effective collaboration? How does one change and shape an organization to initiate and sustain collaborative sourcing? 03 How much value do you create because of the way you work with your suppliers? Are you reducing costs, like all your competitors? Or are you capable of building a differentiating relationship with selected suppliers? The authors explain how collaborative sourcing can create sustainable competitive advantages, and how world-class procurement teams are managing a portfolio of supplier relationships, from the traditional arm's-length negotiation to full-fledged collaboration. They develop their recommendations based on multiple case studies, examples and their own professional experience. This book provides a comprehensive framework to evaluate when and how collaborative sourcing should be applied. Which are the key sourcing processes and the infrastructure required for effective collaboration? How does one change and shape an organization to initiate and sustain collaborative sourcing? 02 The authors explain how collaborative sourcing can create sustainable competitive advantages, and how world-class procurement teams are managing a portfolio of supplier relationships, from the traditional negotiation to full-fledged... 04 INTRODUCTION: Shareholder Value: The Right Perspective...................................1 Supplier Relationship Management...................................................................3 Collaborative Sourcing......................................................................................3 Objectives and Readership ................................................................................4 PART 1: STRATEGIC FRAMEWORK..................................................................7 CHAPTER 1: FROM TRANSACTION TO SHAREHOLDER VALUE.............11 From Tactical Cost Cutting to Strategic Supplier Management: The Maturing of Procurement ................................................................................................12 Value Creation and Sustainable Competitive Advantage................................16 Resource Based View of the Firm...................................................................18 The Benefits ....................................................................................................20 Collaborative Sourcing vs. Transactional Effectiveness .................................21 Conclusion.......................................................................................................23 Case Study: The Winning Chips .....................................................................25 CHAPTER 2: COLLABORATIVE SOURCING OPPORTUNITIES .................27 Identifying the Strategic Targets .....................................................................27 Value Creation Opportunities..........................................................................29 Industries and Value Chain .............................................................................31 The Age of the Extended Enterprise................................................................33 Shaping your Collaborative Sourcing Network...............................................36 Price and Value Setting ...................................................................................38 Key Questions to Identify Value .....................................................................40 Conclusion.......................................................................................................42 Case Study: Does Size Matter in Wind Mill Manufacturing? .........................43 Case Study: Critical Partnership in Clinical Research.................................... 45 CHAPTER 3: THE COLLABORATIVE SOURCING MODEL ......................... 47 Types of Customer-Supplier Relationships .................................................... 47 Conclusion ...................................................................................................... 52 Case Study: Toys or Burgers .......................................................................... 53 PART 2: BUSINESS PROCESSES & INFRASTRUCTURES............................ 55 CHAPTER 4: FROM FUNCTION TO PROCESS................................................ 59 Business processes, what do you mean?......................................................... 59 Case Study: Cisco Systems............................................................................. 63 Development of Cisco's Extended Enterprise ................................................ 64 Where Things went Wrong............................................................................. 64 How Cisco reacted.......................................................................................... 65 Case Study: Hewlett-Packard ......................................................................... 67 Initial Spend Analysis..................................................................................... 67 Creation of Global Operations ........................................................................ 68 Merger with Compaq...................................................................................... 69 Example: Memory buying .............................................................................. 69 Conclusion ...................................................................................................... 71 CHAPTER 5: WHAT VALUE DO BUSINESS PROCESSES ADD?.................. 73 Evolution of business processes...................................................................... 74 People, processes and infrastructures ............................................................. 76 Processes and Business Agility....................................................................... 81 Documenting Business Processes ................................................................... 82 Business Process Standards ............................................................................ 84 The SCOR Sourcing Processes....................................................................... 88 DCOR and CCOR...........................................................................................89 Communication Standards...............................................................................90 Business Process Management........................................................................92 Business Processes and Outsourcing...............................................................95 Conclusion.......................................................................................................96 Case Study: ZARA, an unconventional approach to sustainable value creation .........................................................................................................................97 CHAPTER 6: SOURCING PROCESSES .............................................................101 Supplier Portal...............................................................................................102 Product catalogs ............................................................................................103 Case Study: EADS Corporate Sourcing. .......................................................104 Reverse Auctions...........................................................................................106 Supplier data warehouse................................................................................108 Contractual arrangements..............................................................................109 And marketplaces in all of this......................................................................109 Beyond marketplaces, Communities of Interest ............................................112 Conclusion.....................................................................................................113 CHAPTER 7: DIRECT MATERIAL SOURCING..............................................115 The link between Sourcing and Product Design............................................116 Sourcing Strategy ..........................................................................................118 Sourcing Project Management ......................................................................121 Trading Partner Collaboration.......................................................................123 Performance Management.............................................................................124 Beyond collaborative sourcing: value chain integration................................125 Key collaborative concepts............................................................................127 Case Study: Wal-Mart, P&G and Vendor Managed Inventories...................128 Dynamic Replenishment ...............................................................................129 Collaborative Planning, Forecasting and Replenishment ..............................130 Sourcing and lean manufacturing ................................................................. 132 Visibility to optimize the Extended Supply Chain........................................ 133 Case Study: Amazon, a virtual shopping center ........................................... 134 Conclusion .................................................................................................... 136 CHAPTER 8: INDIRECT PROCUREMENT...................................................... 137 Procurement Strategies ................................................................................. 138 Indirect Procurement..................................................................................... 139 Services Procurement ................................................................................... 141 Conclusion .................................................................................................... 145 CHAPTER 9: COLLABORATIVE INFRASTRUCTURE................................. 147 Secure information sharing........................................................................... 148 Collaborative Portal ...................................................................................... 149 Case Study: Adidas-Salomon ....................................................................... 149 Exchanging Messages and Performing Transactions.................................... 151 Partner on-boarding process ......................................................................... 157 Business Processes........................................................................................ 157 Real-Time Collaboration .............................................................................. 160 Sourcing and Procurement Collaboration Tools ........................................... 161 Collaboration and Security ........................................................................... 162 Radio Frequency Identification..................................................................... 163 Supply Chain Visibility ................................................................................ 163 Thinking towards the future: on-line contractual negotiations ..................... 165 Case Study: HP's Keychain™ environment ................................................. 167 Conclusion .................................................................................................... 171 PART 3: PEOPLE AND CHANGE......................................................................173 CHAPTER 10: LEADERSHIP ...............................................................................177 Overcoming Cultural Barriers .......................................................................177 Case Study: Airbus........................................................................................180 Risks of Collaboration...................................................................................181 The Role of a Steering Committee ................................................................184 The Role of Change Agent ............................................................................185 The Role of the CPO.....................................................................................187 Starting Small ................................................................................................189 Renting vs. Hiring Sourcing Resources.........................................................190 Managing Cross-organizational Teams .........................................................192 Conclusion.....................................................................................................193 CHAPTER 11: TRUST............................................................................................195 Trust and Commitment..................................................................................195 Trust Impacts Collaboration..........................................................................196 Finding a Zone of Comfort............................................................................197 Building Inter-personal Trust ........................................................................198 Building Inter-organizational Trust ...............................................................199 Case Study: Lean Manufacturing ..................................................................200 Conclusion.....................................................................................................201 CHAPTER 12: ORGANIZATION.........................................................................203 Organizational Evolution...............................................................................203 Organizational Readiness ..............................................................................204 Balancing Organizational Resources.............................................................206 Case Study: HP’s Indirect Procurement Organization ..................................208 Building the Procurement Organization........................................................210 Case Study: GE .............................................................................................210 Pooling Inter-organizational Resources ........................................................ 212 Case Study: PSA Peugeot-Citroën – Toyota Motor...................................... 213 The Supplier or Outsourcing Perspective ..................................................... 213 Conclusion .................................................................................................... 216 CHAPTER 13: COMPETENCES AND SKILLS................................................. 217 Change Agent Competences......................................................................... 218 Aligning Sourcing Skills-Set and Sourcing Strategy.................................... 219 Collaborative Skills - Case Study: Schering-Plough .................................... 221 Attracting and Retaining Sourcing Talent .................................................... 222 Sourcing Career Incentives........................................................................... 223 Learning and Skills Development................................................................. 225 Customer Orientation Skills.......................................................................... 228 Communication Skills .................................................................................. 230 Virtual Teamwork......................................................................................... 231 Conclusion .................................................................................................... 232 CONCLUSION.......................................................................................................... 235 ACKNOWLEDGEMENTS.......................................................................................... 241 BIBLIOGRAPHY...................................................................................................... 243 </dir></dir> 43 Sous l'égide de la Chaire ING (e-MC²) créée à l'initiative du groupe financier ING et de l'Institut d’administration et de gestion (UCL), la collection « e-Management » propose un choix d’ouvrages traitant des diverses modifications organisationnelles... 44 Sous l'égide de la Chaire ING (e-MC²) créée à l'initiative du groupe financier ING et de l'Institut d’administration et de gestion (UCL), la collection « e-Management » propose un choix d’ouvrages traitant des diverses modifications organisationnelles, stratégiques et opérationnelles de l’entreprise, modifications engendrées par l’intégration des technologies de l’information et de la communication (TIC) en son sein. Cette collection a pour mission de contribuer à la réflexion, d’apporter des clés de compréhension ainsi que des pistes d’action pour enrichir la recherche et la pratique en matière de e-management. 04 01 http://www.i6doc.com/resources/titles/28001100129850/images/4ca9764c98c203d7bc747cbce9d9174f/THUMBNAIL/9782930344997.jpg 08 03 01 https://i6doc.com/resources/persons/13590.jpg 17 03 01 https://i6doc.com/resources/publishers/35.jpg 18 09 01 https://i6doc.com/resources/publishers/73.png 38 https://i6doc.com/en/book/?GCOI=28001100129850 06 3052405007518 Presses universitaires de Louvain 01 06 3052405007518 Presses universitaires de Louvain 01 Presses universitaires de Louvain http://pul.uclouvain.be/ 04 20050101 2005 02 WORLD 01 9.45 in 02 6.30 in 03 1.41 in 08 13.86 oz 01 24 cm 02 16 cm 03 1.41 cm 08 393 gr 06 3012405004818 CIACO - DUC 33 www.i6doc.com http://www.i6doc.com 03 WORLD 01 2 20 1 02 00 02 02 STD 02 20.00 EUR R 6.00 18.87 1.13