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(DOWNLOAD) "When Did Auction Become a Bad Word? Auctions Seem to Be Falling out of Favour with Some Procurement Organizations, Especially in the Public Sector, But According to Patrick Furey, Senior Manager, Category Management for Ariba Inc, Sourcing Professionals Might Be Missing out on a Tremendous Savings Opportunity (Public Sector)" by Patrick Furey ~ eBook PDF Kindle ePub Free

When Did Auction Become a Bad Word? Auctions Seem to Be Falling out of Favour with Some Procurement Organizations, Especially in the Public Sector, But According to Patrick Furey, Senior Manager, Category Management for Ariba Inc, Sourcing Professionals Might Be Missing out on a Tremendous Savings Opportunity (Public Sector)

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eBook details

  • Title: When Did Auction Become a Bad Word? Auctions Seem to Be Falling out of Favour with Some Procurement Organizations, Especially in the Public Sector, But According to Patrick Furey, Senior Manager, Category Management for Ariba Inc, Sourcing Professionals Might Be Missing out on a Tremendous Savings Opportunity (Public Sector)
  • Author : Patrick Furey
  • Release Date : January 01, 2010
  • Genre: Business & Personal Finance,Books,Professional & Technical,Education,Language Arts & Disciplines,Industries & Professions,
  • Pages : * pages
  • Size : 117 KB

Description

I was recently asked some questions by a direct materials buyer about market trends in metals and plastics, who then sought my advice on ways to drive cost savings in metal stamping and plastic injection molding markets. After asking some questions about his current buying strategy and his sourcing goals in these categories, I concluded that a competitive sourcing project with an online auction as the final step would be the optimal solution to quickly drive savings to his bottom line. His response was: "My company doesn't believe in reverse auctions, what else can I do?" Undaunted, I proceeded to outline other options, including negotiating raw material and tooling pricing. I was even able to convince him to run an online Request for Proposal (RFP) to solicit quotations in a non-competitive atmosphere (in other words, a traditional bid solicitation, not including an online auction). He left the meeting relatively satisfied that he could drive his incumbent's price down by a few percentage points. But I felt like I should have pushed harder on his decision not to use auctions. The situation was perfect--many qualified suppliers, attractive spend, no contract limitations, available data, and organizational support from logistics and engineering. I think that he and his company were missing out on a double-digit savings opportunity for one reason--at some point, someone on their procurement management team propagated the notion that "auction" is a bad word.


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