Category Archives: Supplier Management

Giving Your Supply Management a Competitive Edge

A recent article on “five strategies to give your business a competitive edge this year” in industry week for product development efforts is appropriate for supply management as well. Written by Renee Martin, co-author of The Risk Takers, it highlights how entrepreneurial strategies can help your supply chain to succeed.

What are the five strategies put forth, and what do they mean for your supply management practice?

  • Go on a Treasure Hunt and Find an Underserved NicheThis is easy if you have a real Spend Analysis solution that will let you slice and dice a data set of up to 50 Million transactions any way you want on your laptop in real time.
  • Spot a New Trend and PounceOnce a new technology or solution has proven itself as significant generator of ROI, adopt it. For example, this means that it’s past time that you adopted strategic sourcing decision optimization and global trade solutions.
  • Buck the Conventional WisdomJust because your current practice is considered a “best practice”, this doesn’t mean that it’s the absolute best practice for you. Maybe a revolutionary lean factory redesign could produce your product much more efficiently, maybe a distribution network redesign could greatly improve service levels without increasing costs, and maybe the best way to get the best price is to forget negotiation and work with your incumbent supplier to find a more cost-efficient product design.
  • Exploit Your Competitor’s Weaknesses and Make It Your StrengthAre they slow to market? Find a faster means of delivery. Are their products more customized? Find a new manufacturing shop that can do smaller lots and quick line changes.
  • Trust Your GutIf you think a certain supply strategy is too risky, it probably is.

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Supplier Risk Management Doesn’t Have to Be Hard

Michael Levin of Integrity Interactive is right … risk assessment doesn’t have to be complicated. Many companies put off risk assessment, management, and mitigation because they think it is too time intensive, hard, expensive, etc. … when in reality it usually isn’t. The vast majority of what you buy doesn’t have to be single sourced from a single factory or be made of a single raw material only found in one place in the world. As a result, it’s usually not too hard to define risks (we’re single sourcing oranges from the coast of Florida or RAM chips from a factory on the Shanxi Border in China) or come up with mitigations (buy Oranges from Florida and California and RAM from the Shanxi border factory as well as a factory in Korea).

Furthermore, the six-point approach to risk minimization he outlines in “when the CPO gets a request for quote” is a great way to kick-start a risk management program:

  1. Ensure the initial supplier selection process is comprehensive, repeatable, and documented.This must include inquiries into ethical standards and history.
  2. Establish ethical standards and expectations for suppliers.Include labour, environmental and anti-corruption standards. SI’s series on the John Lewis Partnership Responsible Sourcing Supplier Workbook has a lot of good standards you can start with.
  3. Publish and actively communicate those standards to suppliers on a persistent basis.Not simply at the initiation of the supplier relationship. Regular newsletters and reminders when they log into your system as well as educational pieces about how to be more socially responsible. (You don’t just want to nag them, you want to inform and better them.)
  4. Perform routine audits of suppliers.This is to ensure they continue to meet your ethical standards. Make sure that your contract states that you can do at least one surprise audit annually. (While you shouldn’t do it unless you expect your supplier is not being ethical or socially responsible, as it’s a big drain on you and your supplier, if you get wind of shenanigans, you want to be able to check them out.)
  5. Perform risk assessments of your supply chain.Identify suppliers as high risk, low risk, minimal risk and no risk. (Yes, you do have no risk suppliers. For example, if your office suppliers vendor goes out of business, you just go down the street to the next one.)
  6. Establish in advance a remedial action plan in the event trouble is discovered.Make sure it’s one you can act on quickly. Otherwise, your brand and reputation will be on the line. After all, by institutionalizing an approach, a company at the centre of an ethics scandal in its supply chain will fare much better with the public and potentially avoid the media storm that is inevitable. It’s a matter of enduring six weeks of pain rather than six months or more of media pain.

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AECsoft: SIM-Powered e-Negotiation, Part II

In our last post, we discussed AECsoft’s Supplier Information Management platform, which is one of the oldest and most mature solutions on the market (with R&D starting on some aspects five years before CVM Solutions hit the scene in 2002). It stacks up very well in terms of basic SIM capabilities, although some of its competitors like CVM Solutions and Aravo, which chose to stay SIM-centric and to integrate more data feeds (which may or may not have value to your organization, as these feeds will get very specialized after a certain point and have no value to the vast majority of businesses) or more customized program management around SIM-based programs (like compliance, sustainability, and risk), are deeper in terms of specialized SIM applications. However, it’s the only major SIM player that also offers a complete, tightly integrated, e-Negotiation management suite as well which makes it a compelling solution for the mid-market in particular who may not have the money for a best-of-breed SIM platform and a best-of-breed e-Sourcing platform and who can do without decision optimization (or do it on a project basis when needed with a vendor that has a project model) and a pricey data warehouse driven spend analysis solution. (And while I would argue that no-one can do without good spend visibility, for some companies, who don’t have the data and analysis skills in house, sometimes the best solution is a consulting firm who has access to the best spend analysis tools and who does an spend and opportunity assessment for you on a quarterly basis.)

As with most suites on the market, the entry point is a management dashboard that gives you the status of all of your RFX’s (draft, pending, open, closing), auctions (draft, pending, open, closing), vettings (AECsoft’s terminology for compliance [verification] projects), and projects (which is AECsoft’s terminology for any SIM or sourcing project).

The RFX is workflow driven, and guides you through the process. It starts with configuration (title, number, currency, standard payment terms, project dates, etc), description, details, and contact information; moves on to user (buyer representative) selection, supplier invitations, prerequisite definitions, and document attachments; then to actual RFI/RFP/RFQ construction (which can include internal components); and finally to supplier delivery, response evaluation, and (scorecard) summarization. The advantages of the platform is that it can automatically pull in all supplier and product information related to any invited supplier, which makes construction simple and minimizes the pre-qualification and supplier survey effort (as the supplier will simply have to verify that the relevant data is still current and accurate), and automatically push any updated information back to the repository or into an e-Auction if the RFX is being used as a pre-qualification for the reverse auction. The auction tool, which is basic, is similarly straight-forward. One of the big advantage that both tools have is that all RFXs and Auctions can be scheduled, repeated as many times as you like, and fully automated. Some of their clients hold in excess of 40,000 sourcing events a year! Every day they’ll automatically push out a group of items in a category to a pre-qualified set of suppliers (with which they have standing offers) for updated bids. Some items will be pushed out weekly, some monthly, and some quarterly … depending on the category and how often prices tend to change. This allows them to focus the majority of their time on those few dozen to few hundred events which are truly strategic. As you can imagine, this feature is particularly useful in a vertical which does a lot of spot-buys to get best market pricing in categories where prices tend to fluctuate regularly or where prices tend to drop continuously (such as in electronics and computers).

The platform also includes decent library management functionality which can be used to easily track and find projects, documents, templates, vetting groups, and currency exchange rates. The master document library, which tracks all of your documents through meta-data, supports versioning and full meta-data search, and also forms the basis for the limited contract management capabilities offered by the platform. The platform can track your contract templates, contracts, and all relevant metadata, associate the contracts with suppliers, and generate alerts at renewal time.

The platform contains basic scorecarding functionality, built on the same capabilities used to weight and score RFXs. Scorecards can be on suppliers, on buyers, and filled out by buyers or suppliers. They can be filled out by a single individual, or by a team, and the results averaged. Each section can be weighted separately to compute the final score.

Finally, the platform, which can be extensively configured by the AECsoft development team, supports a decent amount of configuration by the administrator within the product itself. Administrative buyers can define and alter workflows, system settings, (SIM) menus (and data categories), permissions, user accounts and roles, category and sub-category questions, commodity codes, dashboard displays, and basic report configurations.

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There Are Fifty Ways IT Can Help To Optimize Global Supply Chain Management …

However, NOT ONE of the five ways offered up in this recent Supply & Demand Chain Executive article on “Five Ways IT Can Help Optimize Global Supply Chain Management” are included! Let’s look at the feeble five suggestions profferred up for (what I can only assume is for) our amusement:

  1. Partner CollaborationBy it’s very definition, collaboration requires people to work together. It’s irrelevant if your systems talk to each other if your people don’t … and no fancy UI is going to get people talking if they don’t want to.
  2. Clear, Concise CommunicationsIf your people don’t speak the same language, no piece of software is going to fix that. You need to invest in training to overcome the cultural divide, not technology.
  3. Process ImprovementAll technology does is take your process and accelerate them. It doesn’t fix them. Unless your people undertake a project to methodically improve your processes, you’ll just end up executing your bad processes, 5, 10, 50, or 100 times faster.
  4. Invest Wisely in ITHUH? This isn’t even an action … it’s what you have to do! Is the article saying that IT can help you invest wisely in IT? I hope not! There’s no such thing as BI, SI, or any other XI vendors want to sell you. The intelligence is in your head, not the software. All the software can do is present you with the ability to look deep into your data to make a good decision.
  5. Manage MetricsWrong again. Five for Feeble Five. Software tracks metrics. It doesn’t manage them … people do. And, as per my piece on why dashboards are dangerous and dysfunctional, if you track the wrong ones, your performance will only worsen over time!

While S&DC Exec usually isn’t at the top of my list when you ask me what the best publications in the space are, it’s usually not at the bottom either. I can’t tell if the editorial staff was sleeping at their desks when this article came their way or if they were jealous of all the recent attention I gave Purchasing who recently told us about Purchasing 0.3 and got it wrong again. What do you think?

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AECsoft: SIM-Powered e-Negotiation, Part I

AECsoft, a Houston-based provider of Supplier Information Management (that also has offices in Atlanta, Las Vegas, and Shanghai), Supplier Data & Diversity, and e-Negotiation solutions, is a unique platform offering as they have a very competitive (and very configurable) Supplier Information Management (SIM) platform (that can be augmented with third party supplier [diversity] data) as well as a solid e-Negotiation platform that will meet most of the needs of many mid-market companies. Most SIM companies focus mainly on SIM, SRM (Supplier Relationship Management), SPM (Supplier Performance Management), and when they branch out they root into extensive, customized, risk, compliance, or sustainability solutions. Furthermore, most e-Negotiation platforms, once they have gone as deep as they can in terms of surveys, score-carding, and multiple auction formats, branch out into (stronger) spend analysis, contract management, optimization, and (corrective) action management. In comparison, AECsoft has taken a dual approach in its efforts to create what it calls a 360° Supplier Management solution that allows you to discover suppliers, manage their information, use that information in sourcing events, and then manage their performance during contract execution — in a manner that can be customized for each client. Given that they have over 200 customers, including some of the most progressive sourcing organizations in the world, it’s obviously paid off for them to this point, but I have to wonder how they are going to fare going forward given the divergent messaging in the SIM and e-Negotiation spaces and the number of best-of-breed players now competing in each. However, that’s a question for the analysts as we’re concerned about what they have and what they can do for you.

To this end, we’ll start with a review of the Supplier Information Management capabilities, which are used by over 400,000 suppliers that are managed by over 30,000 buyers at over 200 large corporate clients, around half of which are large multi-nationals (and many of which belong to the who’s who of supply chain innovators). SIM is their most mature platform, with development dating back to company inception in 1997 and production dating back to their first implementation in 1999, as well as their most extensive. The platform is setup to let new suppliers self-identify, buyers pre-qualify (before an e-Negotiation event, so the event can focus on negotiations and not discovery), and evaluations to be conducted in a 360° manner if necessary. Compliance can be enforced during the on-boarding process (as registrations will not be marked as complete and ready for review until all fields are filled out and necessary documents uploaded), status can be monitored (as alerts indicating expiring certifications can be set-up at any time and continuously monitored), and reviews can be scheduled in advance and pushed out at any time.

The system can be configured to track any kind of information you want — general, business data, contacts, classifications, safety & insurance, quality, certifications, product & service information, risk and so on. In addition, category/answer specific questions and workflows can be configured for any category, sub-category, or question which is answered with a certain option. For example, if a supplier indicates they supply laboratory equipment, you can ask what kind — balances, centrifuges, pumps, valves, piping and tubing, and if they indicate piping and tubing, you can bring up questions on pressure, diameter, etc. Basically, it’s your standard workflow-driven SIM where the supplier, who can access and update all of their information at any time, maintains its own information, by way of one or more authorized delegates. In addition, when the supplier logs in, the supplier sees all of the outstanding information requests that need to be completed — new requests, certificate updates, data confirmations, scorecards (self-scoring or buyer scoring), and so on. AECsoft put a lot of work into their supplier portal to make sure it was at least as easy for the supplier as it is for the buyer and it shows.

And, of course, the platform can be integrated with multiple external data feeds which capture diversity data, financial/risk data, and OFAC data, among other data sources, and which can automatically check SSN and EIN data in the US.

Finally, the platform is Hybrid SaaS, which means that AECsoft can deploy and host it for you or you can deploy it inside your own four walls. Unless you’re in Finance, Gambling (Casinos), or Pharmaceuticals, and are ultra-concerned about security and have top IT security pros in-house, I would recommend you follow the lead of most of their clients in other verticals and go SaaS. However, should you choose to go in-house, you can take solace in that the current version of the platform is built on .Net 3.5, MS SQL Server, and XML … and there are tens of thousands of developers out there familiar with the technology stack (which is 100% web-based in delivery).

In our next post, we’ll discuss the e-Negotiation platform.

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