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操作效率 战术杠杆效应 战略突破 采购定位&商务关系供应商甄别 商务关系 采购定位 供应商甄别 市场分析矩阵 Operationalefficiency Tacticalleverage Strategic breakthrough Supplypositioning&supplierpreferencingincommercialrelationships Commercialrelationships Supplypositioning Supplierpreference Themarketmatrix …..管理采购市场…业务关系以改变价值链 总资产 投资者权益 战略联盟 联合发展 业务伙伴 长期合同 优先供应商 竞价 短期合同 现货市场 外包或剥离 获得或纳入 密切合作 市场竞争 核心战略 战略缺省 进入或控制战略能力 Ref:TransformYourSupplyChainbyJHughes,MRalf&BMichels 伙伴关系 认定供应商 优先供应商 核准供应商 无选择 战略购买(采购) 发展与采购市场接近和互动的途径,来对现在 和将来施加决定性的影响,并达到供应商对公 司业绩的最大贡献 你是否能使采购市场成为一个有意愿的、能满足需求的、有质量的和有保证的采购基础呢? …..managingthesupplymarket…businessrelationshipstotransformthevaluechain Totalequity Investmentstake Strategicalliances Jointdevelopment Performancepartnerships Long-termcontracting Preferredsuppliers Competitivebids Shorttermcontracts Spotmarket Outsourceordivest Acquireorin-source Close Collaboration Market Competition CoreStrategy OffStrategy Assessto& Controlover Strategic Capabilities Ref:TransformYourSupplyChainbyJHughes,MRalf&BMichels PARTNERSHIPS CERTIFIEDSUPPLIERS PREFERREDSUPPLIERS APPROVEDSUPPLIERS NOCHOICE StrategicPurchasing(Procurement) Thedevelopmentofwaysofapproachingand interactingwithasupplymarketinorderto exercisedeterministicinfluenceonitbothnow andinthefuturewiththeaimofobtainingmaximum suppliercontributiontocorporateperformance Areyoumanagingthesupplymarketintoawilling,able,qualityandcommittedsupplybase