Supply Management: Strategic Sourcing

Authors: Sathit Parniangtong



Represents a practical guide to managing supplier performanceProvides a thorough insight into strategic sourcing

Outlines the mental shift necessary to build robust relationships with suppliers

Includes best practices drawn from several strategic sourcing projects

This book takes a process approach of identifying, evaluating, selecting, managing and developing suppliers to create more value for customers. It begins by outlining the mental shift necessary to build robust relationships with suppliers. Next, the book details strategic sourcing methodology: a step-by-step approach for creating productive relationships with key suppliers, providing illustrations and examples from the author’s experience throughout. The third and final part of the book provides details of a comprehensive process developed to arm the negotiation team with all facts necessary to reach desired outcomes. This detailed step-by-step process consists of negotiation strategy and case building, supplier response and positioning, negotiation planning, discussions, and resolution, and supplier evaluation. In addition, the book highlights best practices in strategic sourcing representing tactics for buyers to leverage their buying power to ensure they attain full value. These best practices are drawn from several strategic sourcing projects carried out for leading companies in the USA over several years.  

Table of contents

Front Matter

Strategic Sourcing: Introduction

Strategic Sourcing: Concepts, Principles and Methodology

Strategic Sourcing: Internal Analysis

Strategic Sourcing: Expenditure Category Strategy Formulation

Strategic Sourcing: The Supplier Strategy

Strategic Sourcing: Fact-Based Negotiation (FBN)

Strategic Sourcing: Required Infrastructure of Supply Management

Back Matter