贝恩咨询-战略分析工具PPT课件下载推荐.ppt

贝恩咨询-战略分析工具PPT课件下载推荐.ppt

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SheilaDubinValueManagedRelationshipsDecember1998Author:

@#@1ValueManagedRelationshipsAftercompletingthismodule,youwillbeableto:

@#@UnderstandVMRconceptandapplicationArticulatetypesofcostsavingsopportunitiescreatedbyVMRsUsetheBainframeworktoconductaVMRRefertorealexamplesofBainsVMRprocessandsuccessValueManagedRelationshipsObjectives2ValueManagedRelationshipsVMRConceptVMRKeySuccessFactorsVMRSourcesOfValueBainVMRProcessExampleKeyTakeawaysAgendaa.tr3ValueManagedRelationshipsAValueManagedRelationship（VMR）isafullpartnershipbetweenacustomerandasupplier.Itsgoalistomaximizequalityandminimizetotalsystemcostsofdoingbusinessthroughcollaborativesharingofinformationandresources.AVMRcreatesawin/winrelationship.VMRDefinition4ValueManagedRelationships“Partnership”TrueVMRProcurementStrategiesValueManagedRelationshipSoleSourceVerticalIntegrationCompetitiveBidShort-termContract/SpotLong-termContractAVMRisoneprocurementstrategytomaximizecostsavingsandstrategicvalue.WhatisaVMR?

@#@5ValueManagedRelationshipsAValueManagedRelationshipcanexceedthevaluepotentialofbothverticalintegrationandtraditionallynegotiatedarmslengthtransactions:

@#@aconsolidationofpurchasestooneorfewsupplierswhoarecapableofmaintaininglongtermcompetitiveeconomics,highqualityandefficientdeliveryparticipantsmustsharesinglegoalofachievinglowestindustrysystemscostsavingsshouldbesharedtoprovidemutualongoingincentivestoeliminateredundanciesAVMR,whenappropriate,exceedsthevalueofallothertypesofrelationships.HowDoesaVMRWork?

@#@6ValueManagedRelationshipsFragmentedsupplierbase,sporadiccommunicationSingleorsmallnumberofsuppliers,frequentcommunicationIn-housesupply,communicationfrequentTraditionalArmsLengthApproachVerticalIntegrationInvestmentsbaseduponmanufacturersneedsPotentialforcustomizedinvestmentinfacilities/equipmentMayrequireinvestmentinweakstrategicbusinessAdversarialbidnegotiationstoobtainlowestunitpriceLong-termcommitmentfocuseduponlowesttotalsystemscostusingvaluechainperspectivesFocusdrivenbyinternalincentives/transferpricesSeparateproductdesignJointproductdesignandcrossfunctionalparticipationJointproductdesignoftenatoddsVMRVMRscanexceedthevalueofbothtraditionalcontractsaswellasverticalintegration.StrategicPurchasingOptionsa.tr7ValueManagedRelationshipsHighPotentialHighLowHighLowPurchasingvolume（relativetototalsuppliersales）Value-added/engineeredlevelProductredesignMaterialsubstitutionProductredesignMaterialsubstitutionVolumediscountSystemcostimprovementModeratePotentialVolumediscountSomesystemcostNo/Littleopportunity（needtocluster）VMRsaremostappropriatewherehighvolumeandsignificantvalueaddedoccurs.Medium/lowpotentialWhereAreVMRsAppropriate?

@#@8ValueManagedRelationshipsLargedollarpurchaseHighlevelofvalue-addedcostinproductFragmentationacrossmanydivisionsandsuppliersClientrepresentssignificantpartofindustryoutputIndustrycompetitiveintensityhigh:

@#@capacityutilizationdroppingconsolidationinprogressmanynewplantslookingforvolumehistoricalindustrypriceumbrellasVMRsaremosteffectiveinlargedollar,highvalueaddedproducts.InWhichCategoriesAreVMRsMostEffective?

@#@9ValueManagedRelationshipsConsolidatevolumeinlong-termpartnershipIncreasedpaceofinnovationleadstostrategicbenefitsforbothEnsurescontinuedsupplyforbuyerandcapacityutilizationforsupplierCommitmentandscalejustifiesjointinvestmentincostsavingsandR&@#@D/technologyJointeffortsleadtosystem-widebenefitsforbothAddedvalueleadstomorereasonstocollaborateAsuccessfulVMRwillcontinuetocreatevalueastherelationshipprogresses.ValueCycle10ValueManagedRelationshipsVMRscreatevalueforthebuyer.HigherqualityandfewerrejectsSuperiorservicePartnerinjointsystemcostreductionInnovationTechnologicalexpertisepackageperformanceimprovementsspecconsolidationproductredesignandmaterialssubstitutionPricingcommensuratewithlarger,longervolumecommitmentsCommitmenttocontinuousimprovementofthepartnershipValueOfVMRsBuyera.tr11ValueManagedRelationshipsVMRscreatevalueforsuppliers.Largervolumesinfeweritemslongerrunlengthsandfewerset-upshighercapacityutilizationlearningcurvebenefitsStablelongtermdemandSharinginbuyersstrongcommitmenttofuturegrowthPartnerinjointsystemcostreductionResourcesandstabilitytoinvestintechnologyCommitmenttocontinuousimprovementofthepartnershipValueOfVMRsSupplier12ValueManagedRelationshipsVMRshaveaveraged15%to20%costsavings.AverageRangeBainExperienceinVMRs13ValueManagedRelationshipsAlthoughthevaluemanagedrelationshipcanbesophisticatedandcomplex,theresultsarequantifiableandsimple.100%ofvolumewithonesupplierforthreeyearsUpfront