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Semelhante a Webinar Slides - Accredited Qualification in Supplier Relationship Management (20)
Webinar Slides - Accredited Qualification in Supplier Relationship Management
- 1. Welcome to the Strategic Sourcing and Procurement Group Members Webinar
Accredited Qualification in Supplier Relationship
Management (SRM) Certification Program
Speakers:
Tim Cummins – CEO, IACCM
Martin Chalkley – SRM Consultant, IACCM
Moderator
Sundar Kamakshisundaram
19 September, 2012
Copyright © 2011 IACCM. All rights reserved.
- 2. Agenda
Introduction
The Need for Good Supplier Relationship Management
Overview of the SRM program
Q&A
Copyright © 2011 IACCM. All rights reserved.
Copyright © 2012 IACCM. All rights reserved
- 3. ‘Troubled relationships’ = disappointing
outcomes
Research suggests that The likelihood of
commercial issues significant
are the primary cause in ~70% innovation or
of ‘troubled relationships’ incremental value
reduced by
≥ 60%
So achieving improvement is important
Copyright © 2011 IACCM. All rights reserved.
Copyright © 2012 IACCM. All rights reserved
- 4. What is the scale of loss or potential gain?
Copyright © 2011 IACCM. All rights reserved.
Copyright © 2012 IACCM. All rights reserved
- 5. From Administration to Relationship
Management
Copyright © 2011 IACCM. All rights reserved.
Copyright © 2012 IACCM. All rights reserved
- 6. Developing from role to capability
Organisational
learning;
continuous
Organizational Capability improvement
Ongoing
collaborative
learning
Network
Baseline common
knowledge and internally and
methods externally to
raise
Learn and apply effectiveness
best practices in
Learn contracting over
collaborative lifecycle
values –
learning
Benchmark skills vs.
community the market
Learn Individual Capability
collaborative
values –
individual
Copyright © 2011 IACCM. All rights reserved.
Copyright © 2012 IACCM. All rights reserved
- 7. Why SRM now?
• SRM is emerging as an important business activity & professional discipline within
major organizations globally
• Research evidence suggests that SRM can deliver significant tangible benefits in
addition to those achieved through world-class strategic sourcing, negotiation, and
contract and performance management
• Despite this potential, investment in SRM training remains limited and there has not
been an internationally recognized qualification that denotes excellence in this area
• Relationship management requires a blend of technical capabilities – for example, in
process and organizational design, and structuring of appropriate contracts and
future-facing measurement systems – and key behavioral competencies such as
communication, influencing and trust building
• The IACCM program equips SRM practitioners with the core skills and knowledge
they need to develop successful, collaborative customer-supplier relations
Copyright © 2011 IACCM. All rights reserved.
Copyright © 2012 IACCM. All rights reserved
- 8. What does SRM do?
• Manages all aspects of the inter-company relationship
• Builds trust through open communications
• Seeks to develop successful, collaborative relationships with key
suppliers
• Has ready access to, and influence from the top levels of
management
Copyright © 2011 IACCM. All rights reserved.
Copyright © 2012 IACCM. All rights reserved
- 9. Interactive Applied Learning
• Focus on best practices
• Webinars – facilitated knowledge sharing and learning
• Case studies – apply learning to realistic business
situations
• Message boards – knowledge sharing and application
of learning to real life situations
• Attachments library – constantly updated access to
articles and cases, best practices
Copyright © 2011 IACCM. All rights reserved.
Copyright © 2012 IACCM. All rights reserved
- 10. SRM curriculum
Introduction
to SRM Defining
Summary SRM and its
Value
Who are
Exit
your
4 months e-learning Strategies
suppliers?
program Flexible learning
Understanding
the Base
Personal Principles for
attributes Delivery of
Your SRM
Program
1 module SRM Skills
per week assessment
The
Culture and Business
Ethics Case for
SRM
1-3 hours per week Certification
Balanced Creating the
Scorecard Agreement at Practitioner
or Expert
Implementing level
Measuring your SRM
Success program
Governance
Copyright © 2011 IACCM. All rights reserved.
Copyright © 2012 IACCM. All rights reserved
- 11. 28 competencies in SRM
Mandatory Business Acumen
Commitment to Change and Personal Development Analytical
Communications Familiarity With Standards and Norms
Interpersonal Relationships Financial Principles and Impact of Issues /
Leadership Decisions
Negotiation Risk Management
Teamwork Ability to Direct Deal Shaping and Commercial
Time Management Strategy
Awareness of Commercial and Contract Terms
Knowledge of Employer / Industry & Conditions
Knowledge of Products and Services
Understanding of Goals and Strategies Technical
Understanding of Organization / Management System Performance Monitoring and Reporting
/ Business Processes Vendor Analysis and Selection
Relationships Cultural Considerations
Stakeholder Management Ability to Motivate / Gain Agreement in Multi-
Influencing Others Cultural Teams
Understand Market Industry and Norms Knowledge of Local Business and Commercial
Practices
Business Contribution Sensitivity to and Knowledge of Cultural
Commitment to Results / Strategic Thinking Considerations and Impacts
Identifying / Acting on Opportunities for Change Understanding Geopolitical Conditions
Value Focus
Copyright © 2011 IACCM. All rights reserved.
Copyright © 2012 IACCM. All rights reserved
- 12. IACCM – A global network
• over 8,000 organizations from 128 countries
• 29,000 individual & 200+ corporate members
• 25% at director level or above
• equal divide of buy-side and sell-side – legal, commercial, procurement
Transport, Logistic Aerospace, Defen
s ce Automotive
IACCM Geographic Profile 3% 8% 1%
Banking, Ins'ce,Fi
Telecom
nance
9%
4%
Asia- Software & Info Business Services
Serv & Consulting
Pacific, 20
15% 14% Retail,Consumer
% 2%
Americas,
Engineering &
41%
Europe, Mi Public Sector & Construction
Other 6%
ddle Government
East, Africa 5% 7% Oil & Gas Health Care Equip
15% & Serv
, 39% 4%
Manufacturing & Legal
Capital Goods 4%
3%
Copyright © 2011 IACCM. All rights reserved.
Copyright © 2012 IACCM. All rights reserved
- 13. IACCM professional development today
World-class organizations investing in learning for 4710 people
Copyright © 2011 IACCM. All rights reserved.
Copyright © 2012 IACCM. All rights reserved
- 14. Q&A
Please Post Your Questions In the WebEx Chat Box
Copyright © 2011 IACCM. All rights reserved.
Copyright © 2012 IACCM. All rights reserved
- 15. Thank You
Copyright © 2011 IACCM. All rights reserved.
Copyright © 2012 IACCM. All rights reserved