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: andreeasabina.custura@erstegroup.com