What is actionable spend intelligence, and why should you care? - Updated version
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Actionable spend intelligence is the foundation of strategic sourcing.
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What is actionable spend intelligence, and why should you care? - Updated version
- 1. WHAT IS ACTIONABLE SPEND INTELLIGENCE – … and why should you care? Ari Korpinen – Procurement Specialist 17888 225796 651817 415824 199093 473224 280891 743091 410998 161429 354191 679683 843614 367505 482015 543802 236026 21064 843733 35817 674765 170914 324991 279790 879779 321691 478785 258664 307997 72668 943473 112192 802447 525885 609380 100321 730075 694923 366021 535716 95395 763550 537170 236139 226155 245605 415342 542733 217314 658430 336612 603376 126384 790091 869693 228910 693806 802622 687215 802735 810294 195712 554467 240199 71458 843149 677428 878942 834953 902052 491649 737596 57317 544417 32013 879453 822208 275466 183640 167752 106374 20271 771289 846237 102327 159417 668191 165381 402016 467996 554143 905908 235269 284149 570524 615644 495727 630663 601380 559609 939285 254905 711955 21993 332466 263841 633398 692761 549487 375477 351843 68603 349624 151698 947614 41737 564759 933359 117878 65255 465941 688241 4721 228993 457653 143679 455872 843531 880181 176482 802723 693268 454300 938374 798928 457549 300522 101577 191189 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138660 877737 95354 142196 806665 244032 213152 832005 866619 667724 523283 336216 867617 754857 671722 825338 382346 330499 402212 342058 901344 85197 110813 940489 913479 935812 107798 127720 159072 200266 136547 685508 24653 807052 411863 377322 714617 336459 878299 930512 113567 693679 507066 426113 508936 226877 70307 179259 215809 384710 920872 528811 356318 752544 827134 233356 487994 614317 217641 580020 833326 425484 315246 452703 243969 408600 263539 344849 WHAT IS ACTIONABLE SPEND INTELLIGENCE – and why should you care? Ari Korpinen, Procurement Specialist • A competitive advantage in the post-crash economy • Step out of the Procurement quagmire with actionable spend intelligence • Produce spend intelligence cost-efficiently to maintain your competitive advantage • Integrating early warning signals on supplier distress into your spend intelligence • Knowing what else your suppliers could provide for you
- 2. 674765 170914 324991 279790 879779 321691 478785 258664 307997 72668 943473 112192 802447 525885 609380 100321 730075 694923 366021 535716 664328 589398 161760 597460 94440 161939 879895 95395 763550 537170 236139 226155 245605 415342 542733 217314 658430 336612 603376 126384 790091 869693 228910 693806 802622 687215 802735 377755 366729 847132 375695 429788 594959 797574 810294 195712 554467 240199 71458 843149 677428 878942 834953 902052 491649 737596 57317 544417 32013 879453 822208 275466 183640 167752 893400 619166 218079 893631 598355 754812 846799 106374 20271 771289 846237 102327 159417 668191 165381 402016 467996 554143 905908 235269 284149 570524 615644 495727 630663 601380 559609 917552 640757 222869 418208 411843 936718 125623 939285 254905 711955 21993 332466 263841 633398 692761 549487 375477 351843 68603 349624 151698 947614 41737 564759 933359 117878 65255 933150 321138 13123 582155 448483 36238 923790 465941 688241 4721 228993 457653 143679 455872 843531 880181 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Companies will increasingly need to leverage their organizational purchasing power and reduce cost from their supply chains by engaging in spend consolidation. Companies will need to implement spend intelligence initiatives to find savings e.g. by consolidating spend within categories. Companies will need Actionable spend intelligence! Spend intelligence is actionable when it identifies cases where different suppliers supply the same commodity or service to one company plant. Procurement can use such spend intelligence as basis for planning supply consolidation initiatives. Spend intelligence is actionable when it exposes instances where the same supplier supplies the same commodity or service to several company plants under different contracts. Actionable spend intelligence tells Procurement if procurement volumes have increased in recent years, but the company still pays the same unit price it agreed in an evergreen contract more than a decade ago. Procurement can use such spend intelligence as justification for price discount demands in tendering exercises. Spend intelligence also exposes potentially wasteful invoicing practices and it enables Procurement to analyse the cost from paying their suppliers too early or too late. These are just a few examples of how actionable spend intelligence can provide a competitive advantage for your company. • … that is produced cost-efficiently… Spend intelligence also enables Procurement to control its own cost- efficiency by enabling the correct prioritization of strategic sourcing initiatives. As maintaining a specialized Procurement function is for the company a source of expense which eats into the savings that Procurement negotiates, Procurement must deliver these savings in the shortest possible time. You therefore need to produce cost-efficiently actionable spend intelligence. Only then will you be able to secure the competitive advantage that comes from a specialized Procurement function. Excellent spend intelligence is also a way for Procurement to get the respect it needs from senior management to secure its mandate across the company. • … so that your company can stay competitive. In the post-crash economy you will face tough competition from companies whose spend intelligence is already top-notch and actionable, enabling them already today to negotiate savings with their suppliers. You must therefore act quickly in order not to lose out in the competition! Ari Korpinen, Procurement Specialist
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As long as this practice is used to manage the risk of supplier failures, it works well. But when the categories start to bulge with suppliers because the category has not been properly managed, then the likelihood of lost savings opportunities increases. Such lost opportunities consist of lost volume discounts that would come from supply consolidation. Transport costs are higher with more suppliers. And with more suppliers there is also more (costly) internal administration involved. Lost savings opportunities and inefficiencies may also follow from the scenario where the same supplier supplies the same commodity to different plants under different contracts (and with different pricing). Volume discounts are not realized and the buying organization is losing money when the unit prices are too high. The company may have lost its copy of the original evergreen contract, leaving it in the dark about how the pricing was contracted a decade ago, and making the company lose potential discounts on higher volumes that it procures today. Bad procurement control could also leave internal stakeholders confused about where they should buy their production inputs. When they start buying from suppliers outside that lost contract, the company’s bottom line could suffer from maverick spending. In the meantime, a budding Procurement team may struggle with finding ways to capture quick savings from low-hanging fruit that would give it authorization from senior management to go catch the big fish. The gate to the way out of this quagmire is … actionable spend intelligence! • Is spend intelligence right for you? Actionable spend intelligence must be produced cost-efficiently. The viability of starting a spend intelligence program must therefore be assessed against the likelihood of actually achieving savings and efficiencies. Since that assessment must be made without actually conducting the spend analysis, the decision must be based on assumptions. A couple of guidelines to use in that decision-making are: If the number of suppliers has increased significantly over the past 3-5 years (without significant expansion into new production areas), then there could be savings opportunities available. If the organization consists of many units whose buying has not been centrally controlled over the past years (e.g. acquired companies have been added to the organization), then savings opportunities can probably be found. If these scenarios sound familiar, then you might want to consider starting a spend intelligence programme. Ari Korpinen, Procurement Specialist
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643895 761201 109777 899996 68461 34550 348706 774185 284556 372082 788269 528182 74087 54071 599602 551967 650151 895136 780267 480696 423046 634607 142495 180853 780963 776233 629992 929385 57545 581274 861294 129725 617580 627924 179215 400717 439360 832434 177448 464291 294402 11026 560926 452121 537187 727186 349340 880105 468570 9150 494869 377678 554888 700909 85958 285764 231286 527618 654803 471525 320682 670777 871333 714407 42435 821952 429718 708080 272400 715839 81485 609241 678363 428179 223919 387066 399771 586151 498701 72024 676914 480779 420506 5282 243462 63988 437318 363605 428155 781598 430898 518581 667155 746999 290352 48824 160578 483426 218130 73497 323324 639700 655876 432194 53413 142041 868386 228710 401270 249707 19932 251035 245303 782478 287716 115619 221713 386067 512163 143926 415301 200019 61798 65845 946665 439042 228002 121908 64973 478347 729778 441788 552529 764337 210685 17623 239402 317955 161361 696745 209247 511953 119970 221237 202305 904713 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In order to generate a competitive advantage for the company, Procurement needs to create more value to their company than a decentralized Procurement model would. Strategic sourcing efforts therefore need to be implemented cost- efficiently. Leveraging actionable spend intelligence is a pre-requisite for cost-efficient strategic sourcing efforts. The spend intelligence function must be organized in a disciplined manner for Procurement to be able to generate a competitive advantage from it. • Do you really need Spend Intelligence? It would not be cost-efficient to run a spend intelligence program in a company that does not need it. The viability of starting a spend intelligence program must therefore be assessed against the likelihood of actually achieving competitive advantage through savings and efficiency improvements. Since that assessment must be made without actually conducting the spend analysis, the decision must be based on assumptions. Relevant considerations include: Does the company have many units whose buying has not recently been centrally controlled? Has the number of suppliers increased significantly over the past 3-5 years (without significant expansion into new production areas)? Is there confusion among internal stakeholders on where to buy specific goods and services? • Actionable spend intelligence produced in a Spend Intelligence Cycle Companies that operate a company-wide spend intelligence cycle, will manage to create the required added value. The spend intelligence cycle is a consistent work-flow to generate actionable insights on how the procurement of goods and services can be made more efficient. The deliverables are a series of intelligence briefings to Procurement management on those categories where there is room for improvement, identifying in detail what improvements can potentially be made. Procurement management can then use these intelligence briefings to plan category strategies. • Spend category prioritization enables cost-efficient strategic sourcing Procurement can achieve cost-efficiency in strategic sourcing only by having a structure for prioritizing spend categories in its category management programs. This can be done by segmenting the supplier base according to the level of spend that the company has with a specific supplier, as well as the impact that the supplier has for the smooth running of the production process. Each supplier’s position in this structure drives the level of effort that Procurement then exhausts in managing the supplier relationship. Ari Korpinen, Procurement Specialist
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As a result you may end up having to deal with a disruption in the supply of a key production input. The supplier may also suddenly raise its prices during the contract term, if a price adjustment clause in the supply contract enables this. As a result your profit margins get thinner. I bet that you’d wish in those situations that you had known about these difficulties in advance, so that you would have started contingency planning earlier or maybe not even have selected the supplier at all. • … so you would wish for an early warning signal The information product market has various offerings that provide indicators of company financial health. Such an off-the-shelf indicator can be used in forming an opinion about supplier financial health. For a more bespoke solution, your Procurement department should have the capability and capacity to produce these indicators. Whichever way you choose to do this, the financial health indicator should enable you to assess the likelihood of the supplier facing financial distress during the contract term. • Early warning integrated into your spend intelligence Information about the financial health of your supplier base must be integrated into your spend intelligence reporting to be efficient. Integrating information from an off-the-shelf information solution to your spend intelligence report may be legally problematic, because it involves third-party intellectual property rights. Using your own bespoke indicator would be safer in this regard. Your spend intelligence report should show the most recent financial health indicator for each supplier (at least) in your most important spend segments. The spend intelligence report should show how much of your total spend goes to financially unstable suppliers. You should be able to produce from the report a statement saying e.g. “Approximately 76% of our total spend goes to suppliers that have a high impact on our production process or service delivery, and out of this spend 25% goes to suppliers who are currently showing signs of financial distress”. Provided that you use timely and accurate financial indicators, this would provide a wake-up call for Procurement to start contingency planning. In these economically hard times, can you afford not to integrate supplier financial health signals into your spend intelligence? Ari Korpinen, Procurement Specialist