Profitable Buying Strategies: How to Cut Procurement Costs and Buy Your Way to Higher Profits | by Mike Buchanan | ISBN: 9780749452384. 7 Changes That Deliver Cost Reduction. Effective Cost Reduction Techniques. COST CONTAINMENT Strategies. COST AVOIDANCE Methods. E-PROCUREMENT ENABLER. Contract Law

February 4, 2010 by kutenk
Filed under: Business Books 

Profitable Buying Strategies: How to Cut Procurement Costs and Buy Your Way to Higher Profits

by Mike Buchanan
ISBN:9780749452384

Offering advice on effective cost reduction techniques, this guide provides case studies outlining the successful cost reduction drives of a number of major organizations along with a real-world explanation of cost reduction and procurement options.

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Profitable Buying Strategies–How to Cut Procurement Costs and Buy Your Way to Higher Profits









Preface and Acknowledgements
Introduction
OVERVIEW
THE BOTTOM LINE
WHY A POUND SAVED IS WORTH MORE THAN A POUND EARNED
PROFESSIONAL COST MANAGEMENT
THE 10 KEYS TO COST REDUCTION
A BRIEF NOTE ON TERMINOLOGY

Chapter 1 – The Philosophy and Psychology of Buying
THE PHILOSOPHY OF BUYING
THE PSYCHOLOGY OF BUYING
VENDOR CONDITIONING OF BUYERS
PERSONALITY TYPES AND APTITUDES
RISK MANAGEMENT

Chapter 2 – Important Buying-related Concepts
TERMINOLOGY – COST REDUCTION, COST CONTAINMENT, COST AVOIDANCE
THE BUYING PORTFOLIO
THE PARETO PRINCIPLE (THE ‘80/20 RULE’)
SINGLE SOURCING AND MULTI-SOURCING
BUYING POWER AND INTRINSIC COST REDUCTION
MARKET SEGREGATION
QUALITY
TOTAL COST OF OWNERSHIP (TCO)

Chapter 3 – Effective Tools and Techniques
OVERVIEW
SPEND MAPPING
ESTIMATING AND TARGETING COST SAVINGS OPPORTUNITIES
THE BUYING CYCLE
PRICE BENCHMARKING
SPECIFICATIONS – GOODS
SPECIFICATIONS – CAPITAL EQUIPMENT
SPECIFICATIONS – SERVICES

Chapter 4 – The Changes That Deliver Cost Reduction
ENGAGE THE CURRENT VENDOR(S), AND POTENTIAL NEW VENDORS
CHANGE WHAT IS BOUGHT
CHANGE HOW IT IS BOUGHT
CHANGE WHEN IT IS BOUGHT
CHANGE WHO BUYS IT
CHANGE WHERE YOU BUY IT FROM
RENT RATHER THAN BUY?
INVOLVE PROCUREMENT AT AN EARLIER STAGE IN THE BUYING CYCLE

Chapter 5 – Market Testing
WHY MARKET TESTING IS SO IMPORTANT
DIFFERENT TYPES OF MARKET TESTING
LOCATING POTENTIAL NEW VENDORS
BUYING INTERNATIONALLY
MARKET TESTING IN DIFFICULT MARKETS
CASE STUDIES

Chapter 6 – Outsourcing and Insourcing
BACKGROUND
DECIDING WHAT TO OUTSOURCE
LEVELS OF OUTSOURCING
THE TOP THREE LEGAL ISSUES
INSOURCING





Chapter 7 – Negotiation
THE DISTINCTION BETWEEN BUYING AND NEGOTIATING
ALIGNING STYLE AND TACTICS WITH THE NATURE OF THE BUYER–VENDOR RELATIONSHIP
WHY MOST PEOPLE ARE POOR NEGOTIATORS
HOW TO IMPROVE YOUR NEGOTIATING ABILITIES
THE FIVE GOLDEN RULES OF EFFECTIVE NEGOTIATION
MINIMUM AND MAXIMUM SETTLING POINTS (MSPS), AND THE ‘KILLER QUESTION’
THE BUYER’S POWER OVER THE COURSE OF THE BUYING CYCLE
HOW TO LEVERAGE YOUR BUYING POWER
VENDOR PRE-CONDITIONING

Chapter 8 – Contracts and Contract Law
OVERVIEW
WHY FORMAL CONTRACTS ARE IMPORTANT
CONTRACT FAIRNESS
CONTRACT DURATION
WHICH CONTRACT TERMS TO USE
VENDOR TERMS TO BE CHALLENGED
DEVELOPING YOUR OWN CONTRACT TERMS
CONTRACT TERMINATION
CONTRACT TERMS AND THE BUYING CYCLE
CONTRACT REGISTER




Chapter 9 – E-procurement
BACKGROUND
TERMINOLOGY
THE DEVELOPMENT OF E-PROCUREMENT
A BRIEF INTRODUCTION TO AUCTIONS – DUTCH, CHINESE, REVERSE, ELECTRONIC, ENGLISH…
E-AUCTION ‘DO’S AND DON’TS’
EWORLD
AN OVERVIEW OF E-PROCUREMENT – THE ABERDEEN GROUP
E-PROCUREMENT ENABLER 1 – PROCURI INC
E-PROCUREMENT ENABLER 2 – BRAVOSOLUTION
E-PROCUREMENT ENABLER 3 – VENDIGITAL

Chapter 10 – Organizational issues
POLITICS
BUYING DEVELOPMENT STAGES
APPROACHES TO BUYING
BUILDING BUYING CAPACITY AND CAPABILITY: EMPLOYEES, INTERIM MANAGERS, CONSULTANTS
MAXIMIZING THE VALUE DERIVED FROM EXTERNAL EXPERTS
MATCHING BUYER PERSONALITIES/APTITUDES TO TASKS
BUYER MOTIVATION AND INCENTIVIZATION
INDIVIDUAL ROLES, RESPONSIBILITIES AND AUTHORITIES
BUYERS’ PRODUCT KNOWLEDGE
BUYERS’ CONTRACT LAW KNOWLEDGE
BUYERS’ COMPETENCE DEVELOPMENT
PERFORMANCE MEASUREMENT AND REPORTING
ETHICS

Appendix 1 – Service Level Agreement (SLA)
1. DOCUMENT HISTORY
2. INTRODUCTION
3. SERVICE LEVELS
4. MANAGEMENT REVIEWS



Appendix 2 – Template for a Request for Proposal (RFP) for the Supply of Goods and/or Services
OVERVIEW
1 BACKGROUND
2 ISSUES SURROUNDING THE RFP PROCESS
3 THE RFP PROCESS
4 CONTENT AND FORMAT OF PROPOSALS
5 VENDOR PROFILE
6 REQUIREMENTS

Appendix 3 – The Chartered Institute of Purchasing and Supply (CIPS)
ABOUT CIPS
MEMBERSHIP
TRAINING AND EVENTS
CIPS’ PROFESSIONAL CODE OF ETHICS



Appendix 4 – Soft Issues Impacting on Cost Reduction Drives
BACKGROUND
CORPORATE SOCIAL RESPONSIBILITY (CSR)
SUSTAINABLE PROCUREMENT (SP)

Appendix 5 – Buying at Sainsbury’s Supermarkets
OVERVIEW
GOODS AND SERVICES FOR RESALE
GOODS AND SERVICES NOT FOR RESALE

Appendix 6 – Buying at SmithKline Beecham
BACKGROUND
STRUCTURING AN EFFECTIVE COST MANAGEMENT PROGRAMME
TACTICAL CONTROL THROUGH PURCHASING CATEGORY MANAGEMENT
BUYING AT THE RIGHT GEOGRAPHICAL LEVEL
IMPACTING TOTAL COST OF ACQUISITION
DETERMINING APPROPRIATE CATEGORY STRATEGIES

Appendix 7 – Buyer Remuneration in the UK
OVERVIEW
JOB LEVEL 5 (OF 7 JOB LEVELS)
ANALYSIS

References



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