Analiza unei vanzari de succes din perspectiva achizitiilor
Sabina CUSTURA Asociatia Nationala a Vanzatorilor Profesionisti 18.11.2015
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Agenda
1. Scurta prezentare
Agenda
2. Ce reprezinta Achizitiile
3. Obiectivele/ KPI Achizitii
4. Procesul de Vanzare ca oglinda a procesului de Achizitii
5. Tips&Tricks pentru un vanzator de succes
6. Q&A
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Scurta Prezentare – Sabina Custura
Head of Sourcing EGP RO 12 years experience in Procurement More than 8 years in BCR/ Erste Group 3 years in International Sourcing MBA, CPM, SPSM Areas covered: l Centralization of Procurement l Strategic Sourcing l Procure to Pay system design and implementation l Category Management l Outsourcing l Strategy Development and Implementation l e-Procurement Implementation l Project Management & Change Management l Cost Management
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Scurta Prezentare – Erste Group
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Sourcing International
Proiecte Group
Tactical Proiecte <100k EUR +OM
Sourcing Proiecte > 100k EUR
EGP RO
Erste Group Procurement – Organizare
EGP Vienna
Categorii achizitii SOM, IT, FM
Categorii achizitii SOM, IT, FM
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Ce reprezinta Achizitiile?
https://www.youtube.com/watch?v=ndQgt_VLOHw
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Obiectivele/KPI Achizitii – exemplu EGP
Best in class procurement
Financial KPI • Savings (Cost Reduction/Cost
Avoidance) • Cost of Acquisition • ROI
Internal Customer Satisfaction
• Satisfaction Survey 98% • On-time-delivery
Strategic KPI: • Strategii de achizitii pentru categoriile
importante • Business Review furnizorii importantii • Evaluarea performantei furnizorilor
Operational KPI • Maverick spend =3 % • PO Coverage • Frame Contract coverage • E-auction -% from total RfX
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Procesul de vanzari – oglinda a procesului de achizitii
Pre-sales Sales Post-vanzare
• Identificare nevoi • Analiza nevoi • Prospectare clienti • Pregatire • Primele contacte
• Contactare • Prezentare • Participare licitatie • Negociere • Finalizare vanzare
• Livrare • Feedback • Cross-selling
Vanz
ari
Ach
iziti
i
Stabilire nevoie interna
Licitatie/ Selectie de oferte/ Contractare
Contract Management/ SRM
• RfI/ benchmark • RfQ/ RfP • E-auction • Negociere • Contract/ PO
• Evaluare performanta furnizor (SPS) • Inatalniri periodice (BR) • Extindere colaborare
• Stabilire specificatii tehnice/ business • Strategie proiect achizitie • Caiet licitatie/document RfX
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Tips & Tricks pentru un vanzator de succes
1. Fii atent cu cine discuti si cand (ex: gate keepers, decision makers, influencers)
2. Clarifica criteriile de selectie inainte de pregatirea ofertei! 3. Respecta procesul si regulile stabilite de achizitii (forma si continut) 4. Pune intrebarile la momentul potrivit 5. Intelege obiectivele Achizitiilor si a Business-ului 6. Fi deschis si transparent de la inceput – modificare ofertei pe parcursul
discutiilor sau dupa luarea deciziei nu este vazuta bine 7. Calibreaza oferta comerciala – fi pregatit pentru un discount si ai grija
cand si cum il dai 8. E-auction – atentie la batalia preturilor! Nu te lasa dus de val! 9. Vino pregatit la discutiile si negocierile cu Achizitiile 10. Focus pe avantajele/plusurile ofertei tale nu pe minusurile concurentilor 11. Invata sa si pierzi, s-ar putea sa castigi data viitoare! 12. Atentie la procesul post-vanzare – te poate ajuta sa devii furnizor
preferat pe termen lung 13. Incearca sa devii Single Source prin metode profesioniste!
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Tips & Tricks pentru un vanzator de succes
Criteria Evaluator
50% Commercial Proposal Score Total points Score Total points Score Total points50% TCO EGP SPOC 75 38 100 50 33 1750% Technical Proposal10% Company experience in similar projects BCR SPOC 100 10 100 10 100 1030% Qualification and team expertise BCR SPOC 90 27 70 21 70 2110% Approach, Methodology and Workplan BCR SPOC 100 10 90 9 60 6
100% Total Score 85 90 54
1 2 3
TCO = Total Cost of Ownership
Matricea de evaluare in licitatie
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Tips & Tricks pentru un vanzator de succes
Vendor Name: Measured period: 2014
Criteria Weight Weight Questions Score Weighted scoreVendor's professionality and flexibility during tenders and negotiations 0Competitive quotes, services, solutions 0Vendor's responses to different Procurement's requests 0Dedicated Account Management Team, dedicated Account Manager or Executive sponsor 0Handling of emergency or irregular situations 0Overall Communication (e-‐mails, reporting, RFX, responding) 0Cost Reduction & Cost Avoidance (Target v Actual) 0TCO evolution 0Continous improvement (operational or CR innitiatives ) 0Open Book pricing (full transparency of their costs) 0How does the quality & performance of the product/service meet the specified requirements? 0How does the supplier's process for handling quality issues meet the requirements for timeliness, corrective actions and resolution implementation? 0Result of Satisfaction Survey 0Reporting according to our needs 0Supplier provides a documented roadmap for their products/services 0Supplier offers simplification/standardisation of their products/services 0Supplier offers new technologies and innovative products/ services 0Does the supplier have a documented Business Continuty or Disaster Recovery Plan? 0Does the supplier respect all laws, regulations from National Bank, or other regulatory organisms? 0Problems and risks arising from current contract(s) 0Supplier delivery of product/service 0SLA terms 0Project Timming for projects implementation 0Respecting deadlines 0Lead times 0
0TOTAL SCORE 0
Commercial & TCO
Quality/ Technical (incl. Innovation & Risk)
Delivery 30%
40%
30%
Evaluarea performantei furnizorului pe parcursul colaboararii
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Tips & Tricks pentru un vanzator de succes
Daca tii cont de aceste lucruri cu siguranta vei deveni furnziorul preferat!
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Q&A
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Multumesc!
Sabina CUSTURA, Head of Sourcing RO Erste Group Procurement Procurement Services RO S.R.L. Member of Erste Group Bucharest, 155 Calea Victoriei, bl. D1, district 1 Phone: +40 373517242 Fax: +40 213103469 Mobile: +40 730222934 mailto: [email protected]