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Copyright © 2011 IACCM. All rights reserved.
Accredited Qualification in Supplier Relationship Management (SRM) Certification Program
Welcome to the Strategic Sourcing and Procurement Group Members Webinar
Speakers:Tim Cummins – CEO, IACCMMartin Chalkley – SRM Consultant, IACCM
ModeratorSundar Kamakshisundaram
19 September, 2012
Copyright © 2011 IACCM. All rights reserved.
Agenda
Introduction
The Need for Good Supplier Relationship Management
Overview of the SRM program
Q&A
Copyright © 2012 IACCM. All rights reserved
Copyright © 2011 IACCM. All rights reserved.
‘Troubled relationships’ = disappointing outcomes
So achieving improvement is important
Research suggests that commercial issues
are the primary cause in ~70% of ‘troubled relationships’
The likelihood of significant innovation or incremental
valuereduced by
≥ 60%
Copyright © 2012 IACCM. All rights reserved
Copyright © 2011 IACCM. All rights reserved.
What is the scale of loss or potential gain?
12%
the average impact on spend that can be achieved from supplier relationship
management
Copyright © 2012 IACCM. All rights reserved
Copyright © 2011 IACCM. All rights reserved.
From Administration to Relationship Management
Copyright © 2012 IACCM. All rights reserved
Copyright © 2011 IACCM. All rights reserved.
Learn collaborative values – learning community
Baseline common knowledge and methods
Ongoing collaborative learning
Organisational learning; continuous improvement
Learn collaborative values – individual
Benchmark skills vs. the market
Learn and apply best practices in contracting over lifecycle
Network internally and externally to raise effectiveness
Organizational Capability
Individual Capability
Developing from role to capability
Copyright © 2012 IACCM. All rights reserved
Copyright © 2011 IACCM. All rights reserved.
• SRM is emerging as an important business activity & professional discipline within major organizations globally
• Research evidence suggests that SRM can deliver significant tangible benefits in addition to those achieved through world-class strategic sourcing, negotiation, and contract and performance management
• Despite this potential, investment in SRM training remains limited and there has not been an internationally recognized qualification that denotes excellence in this area
• Relationship management requires a blend of technical capabilities – for example, in
process and organizational design, and structuring of appropriate contracts and future-facing measurement systems – and key behavioral competencies such as communication, influencing and trust building
• The IACCM program equips SRM practitioners with the core skills and knowledge they need to develop successful, collaborative customer-supplier relations
Why SRM now?
Copyright © 2012 IACCM. All rights reserved
Copyright © 2011 IACCM. All rights reserved.
• Manages all aspects of the inter-company relationship
• Builds trust through open communications
• Seeks to develop successful, collaborative relationships with key suppliers
• Has ready access to, and influence from the top levels of management
What does SRM do?
Copyright © 2012 IACCM. All rights reserved
Copyright © 2011 IACCM. All rights reserved.
• Focus on best practices
• Webinars – facilitated knowledge sharing and learning
• Case studies – apply learning to realistic business situations
• Message boards – knowledge sharing and application of learning to real life situations
• Attachments library – constantly updated access to articles and cases, best practices
Interactive Applied Learning
Copyright © 2012 IACCM. All rights reserved
Copyright © 2011 IACCM. All rights reserved.
SRM curriculum
SRM
Introduction to SRM
Defining SRM and its Value
Who are your suppliers?
Understanding the Base Principles for
Delivery of Your SRM Program
The Business Case for SRM
Creating the Agreement
Implementing your SRM program
Governance
Measuring Success
Balanced Scorecard
Culture and Ethics
Personal attributes
Exit Strategies
Summary
4 months e-learning program Flexible learning
1 module per week
1-3 hours per week
Skills assessment
Certification at Practitioner or Expert level
Copyright © 2012 IACCM. All rights reserved
Copyright © 2011 IACCM. All rights reserved.
28 competencies in SRM
MandatoryCommitment to Change and Personal DevelopmentCommunicationsInterpersonal RelationshipsLeadershipNegotiationTeamworkTime Management
Knowledge of Employer / IndustryKnowledge of Products and ServicesUnderstanding of Goals and StrategiesUnderstanding of Organization / Management System / Business Processes
RelationshipsStakeholder ManagementInfluencing OthersUnderstand Market Industry and Norms
Business ContributionCommitment to Results / Strategic ThinkingIdentifying / Acting on Opportunities for ChangeValue Focus
Business AcumenAnalyticalFamiliarity With Standards and NormsFinancial Principles and Impact of Issues / DecisionsRisk ManagementAbility to Direct Deal Shaping and Commercial StrategyAwareness of Commercial and Contract Terms & Conditions
TechnicalPerformance Monitoring and ReportingVendor Analysis and Selection
Cultural ConsiderationsAbility to Motivate / Gain Agreement in Multi-Cultural TeamsKnowledge of Local Business and Commercial PracticesSensitivity to and Knowledge of Cultural Considerations and ImpactsUnderstanding Geopolitical Conditions
Copyright © 2012 IACCM. All rights reserved
Copyright © 2011 IACCM. All rights reserved.
Americas; 41%
Europe, Middle East, Africa; 39%
Asia-Pa-cific; 20%
IACCM Geographic Profile
• over 8,000 organizations from 128 countries
• 29,000 individual & 200+ corporate members
• 25% at director level or above
• equal divide of buy-side and sell-side – legal, commercial, procurement
IACCM – A global network
Aerospace, Defence8%
Automotive1%
Banking, Ins'ce,Finance4%
Business Services & Consulting
14%Retail,Consumer
2%Engineering & Construction
6%Health Care Equip & Serv
4%Legal4%
Oil & Gas15%
Manufacturing & Capital Goods
3%
Other7%
Public Sector & Government
5%
Software & Info Serv15%
Telecom9%
Transport, Logistics3%
Copyright © 2012 IACCM. All rights reserved
Copyright © 2011 IACCM. All rights reserved.
IACCM professional development todayWorld-class organizations investing in learning for 4710 people
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Copyright © 2011 IACCM. All rights reserved.
Q&APlease Post Your Questions In the WebEx Chat Box
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Thank You
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