战略分析工具分析方法资料课件.pptxVIP

Author: Sheila Dubin Value Managed Relationships December 1998 1 RelaManagedDubinValueSheila Value Managed Relationships Value Managed Relationships Objectives After completing this module, you will be able to: Understand VMR concept and application Articulate types of cost savings opportunities created by VMRs Use the Bain framework to conduct a VMR Refer to real examples of Bain’s VMR process and success 2 module,thiscompletingAfter Value Managed Relationships VMR Concept VMR Key Success Factors VMR Sources Of Value Bain VMR Process Example Key Takeaways Agenda 3 a.tr 酸秉焦公ConceptAgendaVMR Value Managed Relationships A Value Managed Relationship (VMR) is a full partnership between a customer and a supplier. Its goal is to maximize quality and minimize total system costs of doing business through collaborative sharing of information and resources. A VMR creates a win/win relationship. VMR Definition 4 RelationshipManagedValueA Value Managed Relationships “Partnership” True VMR Procurement Strategies Value Managed Relationship Sole Source Vertical Integration Competitive Bid Short-term Contract / Spot Long- term Contract What is a VMR? A VMR is one procurement strategy to maximize cost savings and strategic value. 5 Procure VMR“Partnership”True Value Managed Relationships A Value Managed Relationship can exceed the value potential of both vertical integration and traditionally negotiated arms length transactions: a consolidation of purchases to one or few suppliers who are capable of maintaining long term competitive economics, high quality and efficient delivery participants must share single goal of achieving lowest industry systems cost savings should be shared to provide mutual ongoing incentives to eliminate redundancies How Does a VMR Work? A VMR, when appropriate, exceeds the value of all other types of relationships. 6 RelationshipManagedValueA Value Managed Relationships Fragmented supplier base, sporadic communication Single or small number of suppliers, fr