【正文】 time Extended capacity solutions Ad hoc performance with frequent short deliveries Guaranteed delivery times and no short shipments % delivery on time 100% no short shipment . 20% Quality Must meet all SGP qualification and approvals Some Pos returned because of poor manufacturing standards All goods fit for purpose and meet all SGP and legal quality standards % no technical or manufacturing faults Failure to meet standards means removal from supplier list 25% Service Geographic availability of products/services 10% Cost Payment terms 30% Innovation Technology 5% Regulatory 10% Example Only 47 A Supplier Scoring Matrix will help the sourcing team make an objective, factual decision when selecting final supplier Confidential Classified Internal use 47 Summary of RFP Scores Company 1 Company 2 Company 3 Criteria Weightage Score Weighted Score Weighted Score Weighted 1. Organisation 15% 0 0 0 0 0 0 Quality/ credibility of management team 4% 0 0 Quality/ credibility of execution team 4% 0 0 0 Sound relationship model between agency and KO 2% 0 0 0 2. Experience and credentials 20% 0 0 0 Experience in working with MNCs 3% 0 0 0 Experience in managing a field force 8% 0 0 0 Local understanding of Nigeria 7% 0 0 0 Reference projects and clients 2% 0 0 0 3. Execution Plan 20% 0 0 0 Quality of plan for recruitment and training 7% 0 0 0 Quality of pensation, incentives and performance monitoring plan 3% 0 0 0 Quality of coverage plan by city 3% 0 0 0 Ability to meet timeline and key milestones 7% 0 0 0 4. Operational Excellence 20% 0 0 0 Quality of facilities and infrastructure (offices, warehouse etc.) 5% 0 0 0 Quality of processes in HR, Admin, QC, Performance mmgt 5% 0 0 0 Quality of support systems in place (IT, training, call center, etc.) 5% 0 0 0 5. Others 10% 0 0 0 Nationwide coverage 2% 0 0 0 Innovation capabilities 2% 0 0 0 Controllability by KO 1% 0 0 0 6. Financial Stability of Company 15% 0 0 0 Total 100% 0 0 0 EXAMPLE ONLY 48 就像足球隊需要守門員一樣，談判小 組需要一些“典型”角色來使談判順利結(jié) 束。談判順利結(jié)束了。 項發(fā)明獲得丁專利?！闭f完，便離席而走。此時，這家大公司的談判代表通過多種渠道了解到電力公司其實對此次談判十分重視，一旦雙方簽訂了合同，便會使這家瀕臨破產(chǎn)的電力公司起死回生。它也是你在談判中不向?qū)Ψ阶龀鲎尣椒炊塬@得大量信息的過程。 3．在你的報盤中，也可以一開始不提出己方的所有要求，而設(shè) 計在談判中一點一點積累上去，最終達到目的。2 、根據(jù)各單位生產(chǎn)特點可增添內(nèi)容。采購價格與成本控制 2 目 錄 1. 采購價格的全面認識 2. 比質(zhì)比價體系的建立及應(yīng)用 ―― 綜合成本分析－ＱＣＤＳＯ 3. 采購價格分析 4. 供應(yīng)商全面管理 ,是對成本最好的幫助 5. 優(yōu)勢談判 總結(jié) 3 ? 成本不等于單價 ? 成本的若干個組成部分 ? 降低成本不光是采購部門的責任，并且不應(yīng)該把這樣的責任只放在采購部門的頭上 ? 考核是全方面的，要指標考核，不是成本考核 ? 采購成本的最后確認別忘記有庫存的成分 ? 采購的最高境界是執(zhí)行 采購價格的全面認識 4 每個部門都應(yīng)承擔成本的責任 銷售 25% 采購 20% 生產(chǎn) 10% 技術(shù) 10% 質(zhì)量 10% 財務(wù) 5% 倉庫 5% 總監(jiān) —5% 公司 10% 5 20% 10% 0% 10% 20% 30% 40% 50% 60% 0% 20% 40% 60% 80% 100% 150% 價格分析的魅力 Companies that can adapt their supply chains to meet the tremendous growth and demands of the new eEconomy will ultimately be most successful. （那些能夠適應(yīng)他們的供應(yīng)鏈去滿足巨大的增長和新經(jīng)濟要求的公司將能最終