Mr Jeffrey Bahar, Deputy Chief Executive Officer of Spire Research and Consulting, was honored to be invited as a guest speaker. In his presentation, Bahar spoke about trends gaining momentum in the outsourcing sector in Asia. He highlighted how it is crucial to understand risks involved and plan for crisis management as well prior to setting-up business offshore.
131002_Vietnam Supply Chain Congress 2013_How challenging is business outsourcing in Asia?
1. 1
How challenging is business
outsourcing in Asia?
Prepared for:
Vietnam Supply Chain Congress 2013
Prepared by:
Jeffrey Bahar
Deputy Chief Executive Officer
Spire Research and Consulting
2. 2
Business outsourcing landscape in Asia
The trend of outsourcing businesses and manufacturing
hubs to Asia is gaining momentum
Tighter
governance
Outsourcing of
shared services
Shifts in outsourcing
pricing models
3. 3
Overcoming Concerns in Asian Market
Businesses looking for more effective
and low-cost sourcing other countries
Asia provides an opportunity to:
Reduce costs
Take advantage of skilled
workforce
Improve business processes
Crucial to understand risks involved
and plan for crisis management
Communication is key to doing
business, while keeping cultural
differences in mind
Ensure availability of expertise in each country
Address regulatory compliance and quality control
in the agreement
4. 4
Doing Outsourcing
Vendor Selection and Evaluation
Outsourcing should be viewed as an extension of OEM’s (Original Equipment
Manufacturer) strategy.
The competitive environment compels businesses to manufacture quality
products at a reasonable price range.
Vendor selection is based on
productivity level /
output of the supplier
Careful analysis and evaluation is
required for the selection of
vendors
5. 5
Vendor Management
The Process
Identify
business
requirement
Evaluate
business case
– SWOT
analysis
Define
specification
to initiate RFP
process
Allot timesheet
and tracking
of payment
Manage asset
Identify
vendor
Manage
contract
Evaluate and
select vendor
Measure
real-time
performance
Optimize
vendor
portfolios and
enhance best
practices
7. 7
Vendor Selection
Location is Key
The choice of location impacts other variables , including:
Proximity
Closer
proximity
enables
frequent trips
between local
management
and offshore
center.
Training
Real-time
training can
be addressed
through the
option of
video-
conferencing.
Effective
momentum
Common
business hours
would improve
productivity
levels and
efficiency.
Legal system
Transparency
of legal system
determines the
smooth
enforcement
of contractual
terms.
Privacy laws
Local privacy
laws would
impact the
protection of
sensitive data
and
information.
8. 8
Vendor Selection
Asian Countries Score High in Location Index
Financial
Attractiveness
People Skills
& Availability
Business
Environment
Total score
Change in
rankings (09-11)
1 India 3.11 2.76 1.14 7.01 0
2 China 2.62 2.55 1.31 6.49 0
3 Malaysia 2.78 1.38 1.83 5.99 0
4 Egypt 3.10 1.36 1.35 5.81 2
5 Indonesia 3.24 1.53 1.01 5.78 0
6 Mexico 2.68 1.60 1.44 5.72 5
7 Thailand 3.05 1.38 1.29 5.72 -3
8 Vietnam 3.27 1.19 1.24 5.69 2
9 Philippines 3.18 1.31 1.16 5.65 -2
10 Chile 2.44 1.27 1.82 5.52 -2
11 Estonia 2.31 0.95 2.24 5.51 5
12 Brazil 2.02 2.07 1.38 5.48 0
13 Latvia 2.56 0.93 1.96 5.46 14
14 Lithuania 2.48 0.93 2.02 5.43 5
15 United Arab of Emirates 2.41 0.94 2.05 5.41 13
Note: Weight distribution for the three categories is 40: 30: 30.
Source: AT Kearney, Global Services Location Index, 2011
Business briefing series: 20 issues on outsourcing and offshoring
9. 9
Vendor Selection
Overcoming Risks from the Asian Perspective
• Incur increased costs and disrupt business flow, due to delays in
vendor selection process.
• Communicate criteria for evaluating bidders’ responses against
each potential vendor.
Choice of
vendor
• Adopt a co-operative approach to improve chances of a
successful deal.
• Provide details on business objectives, scope of services and
responsibilities as well as the pricing model.
Negotiate
• Establish an effective management framework to prevent poor
management and miscommunication. Ensure clarity on
operational, financial and strategic requirements
• Engage senior management to solve problems
Relations
• Run risks terminating an outsourcing process
• Specify different types of risks in the contract.
• Update the agreed exit plan regularly and the associated costs.
Exiting
10. 10
Vendor Analysis
Reviewing Performance
Reviewing vendors’
performance
Process-based
evaluation
Performance-based
evaluation
Assessment based on
vendor’s production or
service process
Assessment based on
objective measures of
performance
11. 11
Vendor Analysis
Types of Evaluation Systems
• Involves the categorization of selected vendors performances
in specific areas defined by relevant performance variables.
Categorical
method
• Evaluates vendor performance using standard cost analysis.
Total cost of each purchase is calculated as its selling price in
addition to the buyer’s internal operating costs.
• These costs are associated with quality, delivery, and service
elements of the purchase.
Cost-Ratio
method
• One of the most commonly used methods.
• The most commonly used factors in goods purchases are
quality, service (delivery), and price.
Linear
Averaging
method
12. 12
Vendor Analysis
Rating System
Benefits
• Evaluate overall
performance based
on quality, delivery
time, assembly
complaints and
services
• Track performance
over a specified
time period
Scope
• Vendor Rating
System can be
easily integrated
with any ERP
(Enterprise Resource
Planning) and
legacy systems in
an organization
Features
• Categorize and
search vendors
geographically
• Gain flexibility in
report selection
• Approve vendors
database based
on merit rating.
Objectives
• Reward vendors
who demonstrate
continuous growth
• Conduct continuous
evaluation to track
performance and
measure efficiency
levels in productivity
13. 13
Challenges in the Asian Market
Challenges
in the Asian
Market
Fragmentation
Misalignment
Lack of
innovation
Lack of
standardization
Sub-
optimization
14. 14
Future Outlook
The Asian market is emerging as the
new hub for outsourcing businesses
Apt conditions that attract businesses
to the Asian region include:
Labor cost savings
Rapid economic growth
Skilled workforce
Vendor management is crucial for
the successful set-up of any offshore
business
Vendor selection and analysis will
enhance business process
Selecting a vendor will become
less cumbersome
15. 15
Spire Research and Consulting Pte Ltd
6th Floor, Phuong Tower
31C Ly Tu Trong, Ben Nghe Ward, District 1
Ho Chi Minh City, Vietnam
Telephone: (84 8) 3521 8735
Fax: (84) 3521 8736
Email: vn.info@spireresearch.com
www.spireresearch.com
Notas del editor
3 key trends are emerging:Tighter governance to ensure effective ways to handle compliance, legal and financial risk.Economic constraints has resulted in shifts in outsourcing pricing models. The volatile business landscape is constantly evolving leading to outsourcing businesses to clearly define pricing structures as well as contractual terms and conditions.Outsourcing of shared services will rise as businesses begin to see the value in centralizing work within the same organization.
Global downturn has created challenges and forced businesses to look for more effective and low-cost sourcing other countries .Multinational corporations are on expansion mode in the region supported by positive economic conditions.This region provides an opportunity to reduce costs, take advantage of skilled workforce and improve business processes.Crucial to understand risks involved and have a plan for crisis management for future challenges.
Outsourcing should be viewed as an extension of OEM’s (Original Equipment Manufacturer) strategyThe competitive environment compels businesses to manufacture quality products at a reasonable price range where the emphasis is on product quality.Vendor selection is based on the productivity level/output of the supplier and not necessarily on the competitive process. Careful analysis and evaluation is required for the selection of vendors who outperform competition for final shortlisting.
The choice of location impacts other variables which include:Proximity – closer proximity enables frequent trips between local management and offshore centerTraining – real-time training is impeded by distance but can be addressed through the option of video-conferencing.Effective momentum – common business hours would affect productivity levels and improve efficiency.Legal system – the smooth enforcement of contract terms will be determined by the transparency in the legal system.Privacy laws – local privacy laws will impact the protection of sensitive data and information.
Choice of vendorUnforeseen delays in the vendor selection process could lead to increased costs, disrupting flow of business in general resulting in no concrete objectivesIdentify business requirements to assess current services, systems and associated costs.Communicate a criteria for evaluating bidder’s responses with attention to each potential vendor.NegotiationsOutsourcing is a long-term business therefore it is vital to adopt a co-operative approach to improve chances of a successful deal.To prevent delays and miscommunication, provide details on business objectives, scope of services and responsibilities as well as the pricing model.Commercial decisions must precede contract drafting. Clarity is vital.
Vendor evaluation is a key function in the procurement process of every organization. Therefore, an audit at the vendor’s site to assess the capability level in the supplier’s system is conducted in general.