1. VENDOR OR PARTNER?
WHAT DO YOU USE AND WHY SHOULD YOU CARE?
JIM HOLCOMB
GENERAL MANAGER
GLOBAL HEAD OF CONTINGENT STAFFING
WIPRO TECHNOLOGIES

2. Who is Wipro?
India
based
outsourcin
g and
system
integrator
7B+
Revenue
170k+
employees
1000+
clients
NYSE and
SENSEX
traded
62
Countries

3. METRICS
How Do We Measure Partners and Why?
• Cycle Time
• Cost
• Contractor Work Authorization
• Response Rates
• Submission to Interview
• Interview to Hire
• Compliance (BGV, Onboarding, etc)

4. SUPPLIER VERSUS PARTNER
What Really is the Difference?
• Supplier (def): To furnish something that is needed for a particular purpose.
Typically a supplier is:
• Selected through a traditional bidding process
• Provides goods or services in standardized transaction patterns
• Conform to standard terms and conditions.
When the transactions end, the business relationship ends
• Partner (def): Two or more people or businesses that work together. A
business relationship based on:
• Mutual Trust
• Openness
• Shared risk and reward
Fluid, flexible relationships that depend on honesty and integrity to succeed

5. SUPPLIER VERSUS PARTNER
The Difference?
YOU

6. MOVING YOUR SUPPLIERS TO PARTNERS
• Achieve a leadership position against your
competitors
• Shorten time to market
• Gain production efficiency
• Attain mutually beneficial cost reductions
• Find ways to reduce price
• Increase market share and competitive advantage

7. MOVING YOUR SUPPLIERS TO PARTNERS
• Determine your needs in a partner
• Evaluate current vendor list for those that can be partners
• Establish processes that support partner model
• Establish Key Performance Indicators
• Devise an evaluation method
• Maintain good relationships
• Communicate often and openly
• Decide when to issue red flags
• Cut loose weak links

8. RESULTS
•Reduction in Cycle Time
•Reduction in Number of Suppliers
•Reduction in Costs
•Increase in Quality
•Compliance to Process
•Metrics Improved

9. THANK YOU
JIM HOLCOMB
GENERAL MANAGER
GLOBAL HEAD OF CONTINGENT STAFFING
WIPRO TECHNOLOGIES
JIM.HOLCOMB@WIPRO.COM