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Nearshoring or Offshoring?
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Certification and
Training Spotlight
October 2016 Recipients of the SPSM Certification
Collin B., Sr. Dir., Strategic Procurement, Rhode Island, United States
Key Elements of
Effective Negotiating
One of the most significant and visible measures of a procurement professionals success is the
results which they get from supplier negotiations. This presentation will provide an overview of the
primary causes of negotiation failures, as
well as the key elements of successful
negotiation
The guest presenter, Ernest Gabbard, JD,
has participated in and analyzed hundreds
of negotiations to develop this substantive
summary of both failures and successes,
for every size and nature of negotiation.
This will be a fast-paced, yet
comprehensive review of one of the most
critical skills needed in the contemporary
procurement environment.
Register Now
This webinar is FREE for all members of the Next Level Purchasing Association.
To register, login to the association and navigate to the Webinars tab. There youll find a registration
link, be sure to enter a valid email address as attendance details will be sent to you by email.
Registrations may be limited.
Slides of this presentation will be made available to all members who have an All-Access Plan, and those enrolled in an SPSM
Certification Program or currently certified as an SPSM at least 30 minutes prior to the webinar. Basic members can learn more about
our enrollment plans online: http://www.nextlevelpurchasing.com/plans-pricing.
Nearshoring or Offshoring?
Tips to choose the right strategy
Special thanks to Matt Chabanon of Source One Management Services for this guest post
When cost savings is the main driver of a sourcing initiative, many consider looking at what is available abroad, in countries
where both labor rates and material costs are known to be more competitive than in the US. Mexico, China, India, and Vietnam
are some places where these costs are generally below US rates. But, outsourcing in these countries involves risks not to
underestimate such as quality, logistics, or even business culture. Yes, outsourcing to these countries can result in significant
savings but only if youre well prepared and conduct the initiative properly. These projects require strategic planning, with a
clear roadmap to ensure success.
First things first, it is important to know which direction to take before going to market. The question here is: Which country
will best fit my initiative and be the most competitive at manufacturing my products? Take into consideration labor costs, raw
material availability, freight costs, and taxes to answer this question. For example, manufacturing labor rates in Mexico are
today more competitive than in China when converted into USD. Therefore, a company located in the US looking to outsource
labor intensive goods might want to focus on the Mexican market. However, if a company located in the US is looking to
outsource raw material intensive products, China or India might be a better option than Mexico, despite more costly freight
charges. Taxes are also to be considered before engaging a supplier in a sourcing initiative. Taxes can be complex and may
result in unexpected charges if not properly understood. For example, taxes might be applied to products made in Mexico with
raw material originating from Asia when being imported into the US, as per the NAFTA agreement.
Choosing the right country means also knowing the risks associated with it. Suppliers in some countries tend to have access to
limited infrastructure, technology or equipment, which can have an impact on quality or production and delivery lead times. For
example, India might seem more competitive than China. Indeed, Indias hourly labor cost for manufacturing averages $0.92
compared to $3.52 in China. However, Indias infrastructures, roads and ports are far less developed than the ones in China,
which can result in longer lead-times and poorer quality.
Another aspect to consider when outsourcing internationally is the countrys culture. Culture differences can lead to significant
impact on a project or business if not handled properly. The best example I like to always bring up is the one about South
Korean pilots who had the highest rate of plane crashes back in the 1990 due to a cultural issue. Extrapolated to the
manufacturing world, it is easy to imagine how cultural differences and miscommunication could lead to negative outcomes.
Hence, it is important to be flexible and be able to adapt to a different culture on some levels in order to minimize risks and
maximize benefits.
Execution is key to the success of an international outsourcing project. Once the right target is identified, suppliers must be
selected through a rigorous Request For Information (RFI) process, where their manufacturing capabilities, compliance with
ISO or other certifications, value added services and experience exporting goods to North America need to be vetted per a set
of requirements tailored to the sourcing project. Once the suppliers are properly selected and engaged in the sourcing
initiative, making sure they will provide a quote for the material or design you are looking for can be challenging, especially if a
language barrier applies. Depending on the commodity being outsourced, samples of the current products might have to be
sent to the suppliers in order for them to provide the most accurate quote.
Continued on Page 11
November 2016 Page 5
Continued on Page 14
Page 6 Volume 6, Issue 11
Rating A Buyers
Negotiation Effectiveness
Why Is Good Supplier Identification Not As Easy As It Sounds?
Allow me to share a story of my first $100,000
procurement negotiation, 20 years ago this
month. I had just finished negotiating with a
supplier. After weeks of back-and-forth, I got
the supplier to agree to several favorable
terms, including a price that was 20% below its
original offer. I was excited to tell my boss
about how effectively I negotiated.
When I told him my news, I expected him to be
pretty happy. But he looked up at me, stonefaced, and asked: Is that as low as they will
go? I replied, Well, yeah. And he said, How
do you know? And I stumbled through my
response, saying Wellthats the price we
ended up atwhen we concluded negotiations. And he probed further with How do you know that they wouldnt be willing to
go even lower if you continued the negotiation? I probably looked like a deer in headlights, because I didnt have a good
answer for him! Maybe I didnt negotiate so effectively after all!
So, how can you rate a buyers negotiation effectiveness, to know when maximum value has been extracted from a
negotiation? Here are two clues:
The supplier will say no to a request of yours at least twice. Suppliers know that todays buyers have a if you dont ask,
you wont get mentality. So, they think that buyers ask for everything, knowing that theyll have to settle for less.
Suppliers counter that with an initial refusal of a request to test the buyers seriousness and figuring that If its
important, theyll ask again. Therefore, giving up after one rejection is not advisable. However, if a supplier says it cannot
honor a request over and over, they may actually mean it.
The supplier will submit a best and final offer. Negotiations can wear suppliers down and make them feel like theyll
never be able to improve their offers enough to win your business. In these cases, they will often leave it all out there
and provide a proposal labeled best and final offer that contains another concession or two. While theres no guarantee
that the supplier truly couldnt move more, submitting a best and final offer is a risky and gutsy move by suppliers and
provides some evidence that you may have pushed them as far as you can without killing the deal.
Rating A Buyers Negotiation Effectiveness by Charles Dominick, SPSM, SPSM2, SPSM3 was originally published in Edition 360 of PurchTips.
November 2016 Page 7
NLPA Member Question: What is the first go-to place for identifying suppliers?
The typical knee-jerk answer is the Internet. But that ignores a source that can help you avoid an embarrassing introduction
to a supplier you should already know. A source that reveals the suppliers that are the easiest to onboard. A source that
doesnt require that you engage with a third-party technology provider. What is that source?
That source is your own procurement system! Furthermore, a common problem among large organizations is that many
buyers do business with a single supplier and fail to leverage the organizations aggregate volume. Sometimes, the same
supplier will charge different prices to different departments in the same organization. Sometimes, a fellow employee may be
managing a supplier relationship that has an importance unbeknownst to you. Therefore, I always recommend checking your
own systems for suppliers first. You may uncover some important information!
I also recommend using more than one source to find an important supplier. Just because a supplier has done business with
your organization in the past, doesnt mean that it will be the best supplier for you in the future.
NLPA Member Question: Do we need to send a solicitation of interest before sending an RFP?
When your response rate is uncertain, it can be a good idea to request a notification of intent to bid from suppliers. However,
because more and more RFPs are being ignored by a jaded supply base, it can be even better to have personal conversations
with each supplier. This way, you can make them feel that they actually have a legitimate chance of earning your business, get
them excited about responding, and get assurance that they will indeed respond.
One of the most embarrassing things for a procurement department to endure is for no proposals to show up by a due date
that has been communicated to stakeholders. You always want to have a feel for how many proposals to expect.
Supplier Identification Lessons Learned by Charles Dominick, SPSM, SPSM2, SPSM3 was originally published in Editions 361 of PurchTips.
Page 8 Volume 6, Issue 11
In addition to reporting on the indices published by the United States Bureau of Labor Statistics, Leading-Edge Supply
Management is proud to report on an independent index - the MMI metals price index. The MMI is a set of 10 indices, created
by Metal Miner, that track price changes in global metal markets. This month, well feature the October 2016 Automotive
MMI.
What makes the MMI different than other indices that are already out there? A few things. For one, the MMI takes into
account global price fluctuations, not just domestic ones. For another, the MMI has a few industry-specific indices as Metal
Miner sees differences in how prices fluctuation between industries. For a third, the MMI is accompanied by analysis direct
from the source Metal Miner.
So, without further ado, here are the results for the October 2016 Automotive MMI as well as Metal Miners analysis.
NOTE: Next Level Purchasing is exploring the possibility of making actual metals price points available as an inexpensive service. If you might be interested
in such a service, please contact Kara Uhrlen, Business Development Manager, at kuhrlen@nextlevelpurchasing.com or +1-412-294-1990 to help us
determine the level of interest and how rapidly we should pursue this option.
Procurement History Was Made at the 2016 NLPA Conference (Continued from Page 2)
Five workshops produced tons of highlights. Two of those featured case
studies presented by procurement executives currently leading later-stage
procurement transformations. Darwins Evolution of Procurement was
conducted by HarbisonWalker Internationals Senior Director of Global
Procurement, Jason Borgesi, SPSM. And for The Procurement World Is Not
Flat, Erste Group CPO, Robert Semethy, SPSM, SPSM2, SPSM3 and the
aforementioned Darko Sepic, SPSM, SPSM2, SPSM3 narrated a successful
and continuing journey to world-class procurement at Europes Erste Group.
Other impressive workshop speakers included Susanne Wrage from Denali
Group, Frank McNally from Public Spend Forum, and Jennifer Ulrich from
Source One Management Services.
Our exhibit halls are always structured to provide for quality conversation
between procurement technology and service providers and procurement
professionals. Its not rows and rows of vendors vying for your attention like
carnival barkers. It is a true collaborative atmosphere where future-minded
procurement professionals got to pick the brains of our great sponsors,
BravoSolution and ThomasNet.
Perhaps the most value was derived from the power-packed general sessions
led by true procurement legends Dr. Soheila Lunney and Ernest Gabbard, JD
who provided actionable insights of historical proportions in their talks on
procurement metrics and negotiation, respectively.
At the NLPA, speaker quality is of utmost importance and part of our ongoing
procurement conference legacy. I am proud to report that we continued to
trend towards perfection as our average speaker rating rose again to 3.60/4
from 3.53/4 in 2014 and 3.42/4 in 2013.
Of course, fun is a common thread that has run throughout all of our
conferences. And 2016s was no exception, with two events that had
attendees smiling from ear to ear. First was a riverboat cruise aboard the
Gateway Clipper providing for great networking, an enjoyable environment, and
some surprise entertainment (which, if you missed, youll just have to guess at
what it was!). And second was a guided tour of the Heinz History Center. That
tour, while fun, also provided plenty of talk about the role of supply chain and
innovation in the history of industry. Pure awesomeness!
I aint gonna liesometimes we, at the NLPA, wonder how we could possibly
top our past conferences. But, once again, we surprised even ourselves by
hosting a procurement conference with more personality, better speaker
quality, unprecedented value, and funner fun than any other event in the
space.
How can we possibly top the 2016 NLPA Conference? Wait and see, my friend.
Wait and see!
Thanks to all of our attendees, sponsors and speakers for helping us make
procurement history!
6. Dont Use Abbreviations. If youre responding to an email interview, write how you talk dont write how you write. For
example, you may write managing the SC and one of your co-workers may know that you meant managing the supply chain.
But in an email interview, if you mean managing the supply chain, write managing the supply chain!
7. Dont Be Curt. If all of your answers are shorter than the questions, it is a red flag that youre not doing a good job as an
interviewee.
8. Write Conversationally. Quotes come off best when the reader can imagine hearing your voice saying the words. Use
colorful words. When we presented our savings to management, their jaws practically hit the floor! is so much more useful
than Our savings exceeded the expectations set forth by management.
9. Always Be Ready For The Typical Last Question. Many reporters close the interview with a question like What else
might someone need to know about this topic? This is your chance to totally control the direction of the interview. Have the
perfect response scripted as the answer to this question will often get quoted word-for-word.
procurement software platform. SMART by GEP, the industry's leading cloud-native sourcing, procurement and
spend management software platform will now provide access to comprehensive vendor risk profiling services from
GRMS at no additional cost to the GEP customers subscribed to the platform.
"Our partnership with GRMS is helping our clients get the kind of deep data required for rapid decision-making at
complex global organizations," said Suresh Visvanathan, global vice president of software sales at GEP. "They can
now, at the click of a button, receive a full risk profile from any vendor, and have that information at their fingertips in
the SMART by GEP system."
Gerard Smith, President of Global Risk Management Solutions, stated "Knowing your supplier is a top corporate
objective. By partnering with GEP, GRMS' services provide a world-class supply chain risk solution to our joint clients".
SMART by GEP's unified source-to-pay procurement software platform is native to cloud, touch and mobile
technologies. Offered as a SaaS/PaaS solution, SMART by GEP leverages cloud economics to deliver a solution that
easily handles the heaviest throughput and processing requirements of GEP's Fortune 500 and Global 2000 clients,
while eliminating burdensome infrastructure and support costs.
SMART by GEP is easy to set up, deploy and use, with no extensive training required. All GEP products are platformagnostic (they work with SAP, Oracle or any other major ERP or F&A system). And with superb support and service,
GEP is an industry leader in customer satisfaction.
SMART by GEP provides complete source-to-pay functionality in one user-friendly, cloud-native platform, inclusive of
spend analysis, sourcing, contract management, supplier management, procure-to-pay, savings project management
and savings tracking, invoicing and other related functionalities. The award-winning, SaaS-based S2P platform is
native to touch and mobile technologies, enabling users to work anywhere, any time on any device.
About GRMS
Global Risk Management Solutions (GRMS) is the recognized global leader in providing world-class supplier screening
solutions that assist companies to reduce exposure to supply chain risk. GRMS is the only company that can provide a
no cost customizable global supplier screening and management program in over 120 countries.
Headquartered in Newport Beach, California, GRMS serves a global clientele of companies and organizations in many
diverse industries ranging from mid-sized businesses to Fortune 50 companies. GRMS has been selected as a 2016
Spend Matters Top 50 Company to Watch and a 2016 CIO Magazine's 20 Most Promising Enterprise Risk
Management Solution Providers. To learn more about GRMS' No Cost Supplier Screening Services please visit
www.GlobalRMS.com
About GEP
GEP is a diverse, creative team of people passionate about procurement. We invest ourselves entirely in our client's
success, creating strong collaborative relationships that deliver extraordinary value year after year. We deliver
practical, effective procurement services and procurement technology that enable procurement leaders to maximize
their impact on business operations, strategy and financial performance.
Honored as Best Supplier at the EPIC Procurement Excellence Awards, GEP regularly wins accolades as both a
provider of innovative procurement technology and a broad range of procurement services. Among its recent
distinctions, GEP has been named Leader and Star Performer in Everest Group's Peak Matrix of Procurement
Services Providers, Leader in NelsonHall's NEAT Matrix of Global Procurement BPO Service Providers, Winner in the
HfS Blueprint Report on Procurement Outsourcing Providers, as well as one of Spend Matters 50 Companies to Know
and to the Supply & Demand Chain Executive 100.
Clark, NJ-based GEP has 12 offices and operations centers in Europe, Asia and the Americas. For more about
SMART by GEP, our cloud-native sourcing and procurement software platform, please visit www.smartbygep.com.To
learn more about our comprehensive range of consulting and outsourcing services, please visit www.gep.com.
November 2016 Page 15