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Strategic purchasing roadmap - a seven-step guide to cost-optimization

Strategic purchasing roadmap - A seven-step guide to cost-optimization

Eric Salviac -

Charles-Henri Vollet -

Frédéric Bernard

Purchases from external suppliers represent 20% and up to 80% of companies' total revenue and keeping these expenses down is a critical issue for global financial performance and competitiveness.

As a result, the requirements of Executive Management with respect to the Purchasing Function have greatly increased over the past few years. The Purchasing department must prove that it can have a positive impact on product quality and innovation, and also EBIT or working capital, and that it is contributing to decision-making regarding the company's strategic investments.

The argument put forward in this work is clear: the Purchasing Function is no longer a "support function" that simply carries out purchase requests. It is now a "Business & Financial Partner" of Executive Management, and it must substantially contribute to crafting and implementing strategy, and to financial steering, risk management, and value creation.

It must be part in the company's key decisions, which mainly rely on financial criteria, and work across all functions with the other Functional and Operational divisions.

The Purchasing Function should serve as an active contributor to the company's competitiveness, on equal footing with the other functions.

This book is intended for Purchasing departments as well as Executive Management and Finance departments that wish to successfully transform the Purchasing Function into a strategic driver for performance and value creation for their company.

Its aim is to provide the reader with a clear and concrete 7-step method to implement in order to make the changes expected by Executive Management and stakeholders, and thus holds the keys to writing Purchasing’s new roadmap to success.


Auteur: Eric Salviac - Charles-Henri Vollet - Frédéric Bernard

Rubrique: Vente achat

19cm x 27cm
326 pages
69.00 € TTC

ISBN: 9782840018001

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Table des matières

Introduction: Preparing to Master the 7-Step Process for Purchasing Value Creation

Step 1: Developing a Purchasing Strategy and the Master Plan
1.1 Establishing a “strategic and operational contract” with Executive Management and the Finance Department
1.2 Measuring the value created by Purchasing with Economic Value Added (EVA)
1.3 Mapping purchasing expenditures and defining the baseline
1.4 Defining efficient strategies and action plans for each purchasing category
1.5 Choosing the best way to organize Purchasing
1.6 Building key purchaser skills
1.7 Planning and anticipating needs with Sales & Operations Planning (S&OP)

Step 2: Developing Strategic Purchasing Decision-Making by Category
2.1 Managing & mitigating category purchasing risks
2.2 Making decisions on OPEX and CAPEX purchases and managing subcontractors
2.3 Hedging purchases to offset market risks

Step 3: Promoting a value-added Cost Savings Program
3.1 Designing a purchasing cost savings plan & impacting P&L
3.2 Assessing the impact of purchasing levers on value creation
Group 1 Purchasing Levers – Negotiation, Renegotiation and Productivity Plan with existing suppliers
Group 2 Purchasing Levers– Sourcing, Volume Consolidation, and Requests For Tender
Group 3 Purchasing Levers – Challenging requirements, Product Design/Redesign, Redesign-to-cost
Group 4 Purchasing Levers – Implementing Lean Procurement
3.3 Applying and integrating the savings program within the organization

Step 4: Including Purchasing in the Company's Cash Concerns
4.1 Acting on payables outstanding and leveraging Working Capital
4.2 Using Reverse Factoring as a powerful Supplier Financing Lever
4.3 Synchronizing operational and financial flows with suppliers

Step 5: Sourcing and Expanding Supplier Panel Goodwill and the Supply Chain
5.1 Understanding costs in terms of the supplier cost model
5.2 Generalizing the use of Total Cost of Ownership (TCO)
5.3 Assessing financial suppliers efficiently
5.4 Being aware of the value of Supplier Goodwill

Step 6: Strengthening Business Relationships through a robust Contracting process
6.1 Mastering business contracting
6.2 Understanding price and financial components of the contract

Step 7: Establishing an effective Purchasing Performance Monitoring Process
7.1 Steering purchasing savings for the long term
7.2 Implementing effective purchasing management control
7.3 Defining an effective Purchasing Balanced Scorecard
7.4 Rolling out a three-part information system

Conclusion: Stepping towards “Purchasing Heaven”

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