采購(gòu)價(jià)格與成本控制培訓(xùn)課件-在線瀏覽
2025-02-14 02:22本頁(yè)面
【正文】 分利用了這一信息，在談判桌上也表現(xiàn)出毫不退步的樣子，最后拋出這樣的話：“既然我們無(wú)法達(dá)成共識(shí)，我看再談下去也是沒(méi)有希望了?！闭f(shuō)完，便離席而走。他們馬上請(qǐng)回離席遠(yuǎn)去的代表，一改初衷，立即同意給該大公司最優(yōu)惠的價(jià)格。 項(xiàng)發(fā)明獲得丁專(zhuān)利。 愛(ài)迪生想了想，回答道： “我的發(fā)明對(duì)公司有怎樣的價(jià)值，我不知道，請(qǐng)您先開(kāi)個(gè)價(jià)吧。談判順利結(jié)束了。 讓對(duì)方先報(bào)盤(pán)，使愛(ài)迪生多獲得了三十多萬(wàn)的收益。 46 Use the AQSCIR template (Assurance of Supply, Quality, Service, Cost, Innovation and Regulatory) to evaluate the various Negotiation Strategy needs Confidential Classified Internal use Classified Internal use Business Requirements Current Performance Future Performance (where do we want to get to) Key Performance Indicators (how will we measure the change in performance) Weight (100%) Supply Critical delivery on time, every 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, Admi
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