Transcript Upravljanje odnosov z dobavitelji Žiga Vaupot

Upravljanje
odnosov z
dobavitelji
Supplier Relationship Management
Žiga Vaupot
Solutions Leader
Kaj je SRM?
Upravljanje odnosov z dobavitelji (SRM) sestavlja
spekter poslovnih odnosov z dobavitelji, ki je podprt s
programsko opremo, ki omogoča medsebojno
sodelovanje, in ki omogoča podjetjem, da izkoriščajo
znanje o svojih dobaviteljih za skupen uspeh.
4 “ “ za uspeh SRM
Integracija
Povezljivost
Poznavanje dobaviteljev
Kultura sodelovanja
Najprej ...
Source
Nabava
Kupec
Supply Mgr.
Define Criteria,
Measure Perf.
Commodity Mgr.
Prepare Bid Package
Select Suppliers
Buyer
Setup, Monitor &
Approve Contracts
Buyer
Approve Changes
Release Orders
Accounting
Match & Pay
Reconcile Records
Dobavitelj
Analiza nabave
Account Mgr.
Manage Issues,
Track Satisfaction
“Pogajanja” z dobavitelji
Upravljanje s pogodbami
Izpeljava nabave
Plačilo in poravnava
Bidder
Prepare Response,
Monitor Event
Supplier
T&C Compliance,
Review & Approve
Supplier
Acknowledge &
Fulfill Order
Receivables
Generate Invoice,
Receive Payment
Business Flow: Procure-to-Pay
Requisition to Pay
Manage
Requisition
• Enter Requisition /
Generate Demand
• Approve requisition
• Release Requisition
Supplier
Collaboration
• Query PO
• Confirm PO
• Create ASN
Receiving
• Receive item
Supplier
Collaboration
• Query Receipts
• Send Invoice
Manage
Payment
• Create / receive
Invoice
• Approve Invoice
• Enter Payment
Vision Corporation
Warehouse staff or
Requisitioner
Purchasing staff
Accounts Payable
Supplier
Workflow procesa
“Naroči si sam”
Portal dobavitelja
Business Flow: Procure-to-Pay
Analysis to Award
Initiate
Sourcing
Activity
• Periodical Contract Review
• Create / Change Sourcing
Strategy
• Create Sourcing Document
Publish and
Solicit Quotes
Monitor
Supplier
Performance
Award
• Publish RFQ / Auction
• Place bids
• Monitor Sourcing
event
• Optimize decision
• Award
• Create Contract or PO
Requisition to Pay
Manage
Requisition
• Enter Requisition /
Generate Demand
• Approve requisition
• Release Requisition
Supplier
Collaboration
• Query PO
• Confirm PO
• Create ASN
Receiving
• Receive item
Supplier
Collaboration
• Query Receipts
• Send Invoice
Manage
Payment
• Create / receive
Invoice
• Approve Invoice
• Enter Payment
Vision Corporation
Warehouse staff or
Requisitioner
Purchasing staff
Accounts Payable
Supplier
Priprava na “pogajanja”
Tipi “pogajanj”
RFx /
Quote
Auction /
Bid
Offer /
Counteroffer
Good or
Service
Complex,
Engineer to Order
Well-Defined
Attributes
Standard
Commodities
Example
Construction, Govt.
Furniture, Memory
Paper, Metals, Oil
Duration
Days or Weeks
Hours
Varies
Focus
Meet Need for
Many Attributes
Negotiate
Best Price
Best Terms:
Price, Delivery, Payment
RFx = Request for Information / Quote / Proposal
“Povabilo na ples”
Spremljanje ponudb in izbor najugodnejše
Business Flow: Procure-to-Pay
Analysis to Award
Initiate
Sourcing
Activity
• Periodical Contract Review
• Create / Change Sourcing
Strategy
• Create Sourcing Document
Publish and
Solicit Quotes
Monitor
Supplier
Performance
Award
• Publish RFQ / Auction
• Place bids
• Monitor Sourcing
event
• Optimize decision
• Award
• Create Contract or PO
Requisition to Pay
Manage
Requisition
• Enter Requisition /
Generate Demand
• Approve requisition
• Release Requisition
Supplier
Collaboration
• Query PO
• Confirm PO
• Create ASN
Receiving
• Receive item
Supplier
Collaboration
• Query Receipts
• Send Invoice
Manage
Payment
• Create / receive
Invoice
• Approve Invoice
• Enter Payment
Manage Suppliers
Review
Purchasing
History
• The purchasing history is
reviewed by item, by
commodity and by
supplier
Review
Supplier
Performance
• The supplier performance
is reviewed by defects,
delivery exceptions, price,
volume and amounts
Vision Corporation
Warehouse staff or
Requisitioner
Purchasing staff
Accounts Payable
Supplier
Popolna informacija. Takoj!
To ni vse …
Dizajn
Planiranje
Buyer
Engineer
Design Prototype,
Share Requirements
Planner
Share Forecasts
and Schedules
Production Mgr
Build Schedules,
Manage Changes
Inventory Mgr
Send Replenishment
Request, Deliver to
Point of Use
Warehouse Mgr.
Shipment Status,
Receive
Proizvodnja Izdobava
Supplier
Načrtovanje izdelkov
Skupno planiranje
Izdvojena proizvodnja
Obnavljanje zalog
Logistika
Engineer
Share Capability,
Track Project
Planner
Share Available-toPromise, Capacity
Mfg. Manager
Make, Drop-Ship
to Customer
Warehouse Mgr
Pick, Pack, Ship
and Replenish
Logistics Mgr.
Quote, Pick
Deliver, Confirm
Priložnosti
Dizajn
Cikel dizajniranja
Čas vstopa na trg
25-30%
10-15%
Source
Cena na enoto
Pokritost izdelkov
5-20%
30-70%
Planiranje
Zaloge
Točnost napovedi
5-25%
25-80%
Zaletavo nakupovanje
Količinski popusti
20-75%
5-20%
Zaloge
Procesni stroški
50- 90%
50-75%
Pravočasnost dobav
Izkoriščenost kapacitet
10-20%
5-10%
Nabava
Proizvodnja
Izdobava
Viri: AMR, Aberdeen Group, Pittiglio Rabin Todd & McGrath (PRTM), IDC
Oraclova rešitev za SRM
KUPEC
Dizajn
Source
Planiranje
Nabava
Proizvodnja Izdobava
Integrirano poslovno obveščanje
Analiza
nabave
Načrtovanje
izdelkov
Pogajanja
Z dobavitelji
Upravljanje
pogodb
Skupno
planiranje
Obnavljanje
zalog
Izvedba
nabave
Plačilo in
poravanava
DOBAVITELJ
Izdvojena
proizvodnja
Logistika
Osnova: Splošni podatkovni model
Načrti
izdelkov
Logistika
Oddaja/
izvedba zunaj
Plačila
Analiza
nabave
Splošni
Podatkovni
Model
(9i platforma)
Izvedba
nabave
“Pogajanja”
 En, celovit
podatkovni model
Pogodbe
Plani
Zaloge
 Vsi podatki v eni
bazi
 Ena verzija
“resnice”
 Dostopen iz
katerekoli naprave
SRM poslovno obveščanje
Popolna 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 Intelligence
Vse informacije na dlani
Kako se povezujemo z dobavitelji?
Partner
Proizvajalec
Izdobava
Kupec
Dobavitelj
Dizajn
Tržnica
Naročilo
Plan
Kupec
Dobavitelj
Point-to-Point
Point-to-hub
 Neposredna povezava z
dobaviteljem
 “Mapiranje” za vsako povezavo
 Večja kontrola nad povezavami
 Povezava preko tržnice
 Povežeš se enkrat za vselej
 Izkoriščanje industrijskih
standardov
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
informacija o dobavitelju
360o pogled na
dobavitelja
Ročne interakcije
Avtomatizacija procesov
Osredotočenost na
posamezne najnižje stroške
Osredotočenost na celotne
stroške lastništva
Pomankanje enotnega
standarda povezljivosti
Podpora odprtim
standardom povezljivosti