The Science of High-Performance Supplier Management

Every company hopes to get better prices, better service, and more predictable behavior from their suppliers. Now, the developer of the STeP (Systematic Technology for Procurement) System has provided purchasing executives with a complete guide to logically systemizing their company's procurement operations. Based on practices developed in the procurement of high-technology systems and now extended to all large-scale purchasing operations, the STeP System saves corporations money and leads to better results when negotiating procurement deals.

Purchasing and supply chain managers will learn to plan for procurement, create and train a purchasing team, request and evaluate proposals, and competitively negotiate deals. This book thoroughly provides a strategic view of the customer/supplier relationship, and includes tables, figures, checklists, and self-evaluation forms, along with bonus material such as Procurement Plan outlines, Deal Summary sheets, and sample SOW (Statement of Work) outlines. Finally, a book has arrived that puts the science back into the art of the deal.

Content

• Index to Tables and Figures
• Preface
• Acknowledgments
• A Strategic View of the Customer/Supplier Relationship
• Systematic Technology for Procurement (STeP), An Overview
• Introduction to Supplier Performance Management

• Form, Train, and Charge the Procurement Team
• Define Procurement Strategy
• Align Top-Level Objectives

• Develop Detailed Requirements
• Prepare a Contract Tailored for the Deal
• Prepare and Release the Request for Proposals

• Establish and Maintain Control
• Competitively Evaluate the Proposals
• Negotiate, Select, and Award

• Contract Management
• Rights, Remedies, and Rewards
• Long-Term Programmed Improvement
• Managing the Unmanageable Supplier

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