- Describe and match
the buyer's e-sourcing preparation process.
- Develop e-sourcing
- Prepare for the
sourcing using the auction strategy checklist.
- Use the ETC Bid
Tool to craft a price bidding strategy.
- Equip the e-sourcing
"war room" to monitor the auction and have the right
people on hand.
- Know what tradeoffs
are reasonable and when to walk-away from a deal.
- Deal with the
emotional "rush" of e-sourcing online bidding.
- Develop an after
- Explain close
of auction price vs. close of transaction price.
- Differentiate during
the bidding process with value added deliverables and options;
know when to withdraw from bidding.
- Experience an e-sourcing
bidding opportunity in a role play situation.
- Present an action
plan: apply principles to a current supplier e-sourcing opportunity.
"No economic change has
been more pervasive than the subtle shift in economic power from the producer
to the customer." Peter Drucker, 1995
And this was when e-sourcing
auctions were still a glint in Jack Welsh's eye. The advent of Internet-based
auctions that allow buyers to employ market pricing to drive down
the cost of a sourcing decision has added a new dynamic to the trading
partner relationship. As a result suppliers are even more challenged
to develop e-sourcing strategies that avoid relying on price to
differentiate their product or service; instead to be more creative
in developing options and understanding the dynamics of the e-sourcing
Internet auction as a tool in the sourcing process. The mission
of this training workshop is to equip suppliers with insights to
the e-sourcing process and strategies to use before, during, and
after the online auction to maximize the supplier's results. By
using the tools provided in this workshop suppliers will have the
best chance of success in the e-sourcing auction environment.
We have experience with:
auto suppliers (Tier I & II) and industries involving: health
care, building materials, sound damping, protective covering, machinery,
tool & die, monomers, etc.
- One-on-one coaching
- National / annual Associate meeting topics with break out sessions
- Classroom instruction emphasizing technique practice with role-plays
and case studies