What are the 3 biggest challenges faced by supply chain/purchasing professionals today? (Survey Result 17)
What are the 3 biggest challenges faced by supply chain/purchasing professionals today? (Survey Result 17)
Over half of what we buy is now services. Ephemeral, impossible to inventory, difficult to measure quality and inconsistent. Yet most of our tools and much of our mindset is still focused on the supply and procurement of goods. So what challenges do we face?
1) Defining quality of services, while allowing for experimentation needed to find improvements in the services over time. SLAs are not enough. Over the long haul, we have to have a way to drive the cost down and the quality up, and set those expectations and the partnership behaviours both companies will use to make the relationship work.
2) Pricing for quality of services. Continuing to benchmark service costs without valuing the whole service delivered creates the race to the bottom and an inability to find suppliers of quality service. Tech support anyone? If you don't want to talk to the fellow in India who was trained 15 minutes ago on how to answer the phone, then you'll have to pay a fair price for the quality of service received.
3) Coaching and developing the service provider. The folks doing the service for our company have an insight into how things can be done better, and making sure they have the process and systems improvement tools will make us both better in the long run.
My Response:
Of particular interest from your response was the emphasis on the intagible "tangible" services procurement.
Certainly this has represented a challenge for many organizations in terms of quantifying a vendor attribute that may or may not contribute to a best value outcome.
One such example frommy research was a situation whereby the buying organization wanted to include a stipulation that the vendor's technicians had a certain level of certification.
This led to the following question; is a 20 year veteran without a specific certification less capable of delivering the same level of service as a technician with only 1 or 2 years practical experience and the prerequisite designation?
What are your thoughts?
Gerry's Closing Comment:
Certification is not a guarantee of good service, it is simply an indication of consistent service. The certified technician has been trained on a set of procedures that will yield a predictable result in a given amount of time. The experienced technician may have more insight and will probably be able to solve more problems faster. However, when that experienced technician is unavailable, is promoted, etc. the level of service can vary dramatically. Most studies and most disciplines (Six Sigma, ITIL) place the emphasis on getting consistency right first, then working on improvements to speed or other attributes. Therefore, seeking certification is probably the best long term guarantor of service quality. Best of all worlds would be to have the experienced technician participate in the first few months of the contract for process improvement events. This would move the quality improvements along faster as well as providing a challenge for the veteran technician.
What are the 3 biggest challenges faced by supply chainpurchasing professionals today Survey Result 17 - To learn more about this author, visit Jon Hansen's Website.
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Gerry, IT Director/Strategic Sourcing & Procurement, Philadelphia, U.S.
Over half of what we buy is now services. Ephemeral, impossible to inventory, difficult to measure quality and inconsistent. Yet most of our tools and much of our mindset is still focused on the supply and procurement of goods. So what challenges do we face?
1) Defining quality of services, while allowing for experimentation needed to find improvements in the services over time. SLAs are not enough. Over the long haul, we have to have a way to drive the cost down and the quality up, and set those expectations and the partnership behaviours both companies will use to make the relationship work.
2) Pricing for quality of services. Continuing to benchmark service costs without valuing the whole service delivered creates the race to the bottom and an inability to find suppliers of quality service. Tech support anyone? If you don't want to talk to the fellow in India who was trained 15 minutes ago on how to answer the phone, then you'll have to pay a fair price for the quality of service received.
3) Coaching and developing the service provider. The folks doing the service for our company have an insight into how things can be done better, and making sure they have the process and systems improvement tools will make us both better in the long run.
My Response:
Of particular interest from your response was the emphasis on the intagible "tangible" services procurement.
Certainly this has represented a challenge for many organizations in terms of quantifying a vendor attribute that may or may not contribute to a best value outcome.
One such example frommy research was a situation whereby the buying organization wanted to include a stipulation that the vendor's technicians had a certain level of certification.
This led to the following question; is a 20 year veteran without a specific certification less capable of delivering the same level of service as a technician with only 1 or 2 years practical experience and the prerequisite designation?
What are your thoughts?
Gerry's Closing Comment:
Certification is not a guarantee of good service, it is simply an indication of consistent service. The certified technician has been trained on a set of procedures that will yield a predictable result in a given amount of time. The experienced technician may have more insight and will probably be able to solve more problems faster. However, when that experienced technician is unavailable, is promoted, etc. the level of service can vary dramatically. Most studies and most disciplines (Six Sigma, ITIL) place the emphasis on getting consistency right first, then working on improvements to speed or other attributes. Therefore, seeking certification is probably the best long term guarantor of service quality. Best of all worlds would be to have the experienced technician participate in the first few months of the contract for process improvement events. This would move the quality improvements along faster as well as providing a challenge for the veteran technician.
What are the 3 biggest challenges faced by supply chainpurchasing professionals today Survey Result 17 - To learn more about this author, visit Jon Hansen's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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