Analiza unei vanzari de succes din perspectiva achizitiilor. Sabina CUSTURA Asociatia Nationala a Vanzatorilor Profesionisti

Analiza unei vanzari de succes din perspectiva achizitiilor Sabina CUSTURA Asociatia Nationala a Vanzatorilor Profesionisti 18.11.2015

Agenda Agenda 1. Scurta prezentare 2. Ce reprezinta Achizitiile 3. Obiectivele/ KPI Achizitii 4. Procesul de Vanzare ca oglinda a procesului de Achizitii 5. Tips&Tricks pentru un vanzator de succes 6. Q&A All rights reserved Page 2

Scurta Prezentare Sabina Custura Head of Sourcing EGP RO 12 years experience in Procurement More than 8 years in BCR/ Erste Group 3 years in International Sourcing MBA, CPM, SPSM Areas covered: Centralization of Procurement Strategic Sourcing Procure to Pay system design and implementation Category Management Outsourcing Strategy Development and Implementation e-procurement Implementation Project Management & Change Management Cost Management All rights reserved Page 3

Erste Group Procurement Organizare EGP Vienna EGP RO Sourcing Proiecte > 100k EUR Categorii achizitii SOM, IT, FM Sourcing International Proiecte Group Tactical Proiecte <100k EUR +OM Categorii achizitii SOM, IT, FM All rights reserved Page 5

Obiectivele/KPI Achizitii exemplu EGP Financial KPI Savings (Cost Reduction/Cost Avoidance) Cost of Acquisition ROI Operational KPI Maverick spend =3 % PO Coverage Frame Contract coverage E-auction -% from total RfX Best in class procurement Internal Customer Satisfaction Satisfaction Survey 98% On-time-delivery Strategic KPI: Strategii de achizitii pentru categoriile importante Business Review furnizorii importantii Evaluarea performantei furnizorilor All rights reserved Page 7

Procesul de vanzari oglinda a procesului de achizitii Vanzari Identificare nevoi Analiza nevoi Prospectare clienti Pregatire Primele contacte Contactare Prezentare Participare licitatie Negociere Finalizare vanzare Livrare Feedback Cross-selling Pre-sales Sales Post-vanzare Stabilire nevoie interna Licitatie/ Selectie de oferte/ Contractare Contract Management/ SRM Achizitii Stabilire specificatii tehnice/ business Strategie proiect achizitie Caiet licitatie/document RfX RfI/ benchmark RfQ/ RfP E-auction Negociere Contract/ PO Evaluare performanta furnizor (SPS) Inatalniri periodice (BR) Extindere colaborare All rights reserved Page 8

Tips & Tricks pentru un vanzator de succes 1. Fii atent cu cine discuti si cand (ex: gate keepers, decision makers, influencers) 2. Clarifica criteriile de selectie inainte de pregatirea ofertei! 3. Respecta procesul si regulile stabilite de achizitii (forma si continut) 4. Pune intrebarile la momentul potrivit 5. Intelege obiectivele Achizitiilor si a Business-ului 6. Fi deschis si transparent de la inceput modificare ofertei pe parcursul discutiilor sau dupa luarea deciziei nu este vazuta bine 7. Calibreaza oferta comerciala fi pregatit pentru un discount si ai grija cand si cum il dai 8. E-auction atentie la batalia preturilor! Nu te lasa dus de val! 9. Vino pregatit la discutiile si negocierile cu Achizitiile 10. Focus pe avantajele/plusurile ofertei tale nu pe minusurile concurentilor 11. Invata sa si pierzi, s-ar putea sa castigi data viitoare! 12. Atentie la procesul post-vanzare te poate ajuta sa devii furnizor preferat pe termen lung 13. Incearca sa devii Single Source prin metode profesioniste! All rights reserved Page 9

Tips & Tricks pentru un vanzator de succes Matricea de evaluare in licitatie Criteria Evaluator 1 2 3 50% Commercial Proposal Score Total points Score Total points Score Total points 50% TCO EGP SPOC 75 38 100 50 33 17 50% Technical Proposal 10% Company experience in similar projects BCR SPOC 100 10 100 10 100 10 30% Qualification and team expertise BCR SPOC 90 27 70 21 70 21 10% Approach, Methodology and Workplan BCR SPOC 100 10 90 9 60 6 100% Total Score 85 90 54 TCO = Total Cost of Ownership All rights reserved Page 10

Tips & Tricks pentru un vanzator de succes Evaluarea performantei furnizorului pe parcursul colaboararii Vendor Name: Measured period: 2014 Criteria Weight Weight Questions Score Weighted score Vendor's professionality and flexibility during tenders and negotiations 0 Competitive quotes, services, solutions 0 Vendor's responses to different Procurement's requests 0 Dedicated Account Management Team, dedicated Commercial & TCO Account Manager or Executive sponsor 0 30% Handling of emergency or irregular situations 0 Overall Communication (e- mails, reporting, RFX, responding) 0 Cost Reduction & Cost Avoidance (Target v Actual) 0 TCO evolution 0 Continous improvement (operational or CR innitiatives ) 0 Open Book pricing (full transparency of their costs) 0 How does the quality & performance of the product/service meet the specified requirements? 0 How does the supplier's process for handling quality issues meet the requirements for timeliness, corrective actions and resolution implementation? 0 Result of Satisfaction Survey 0 Reporting according to our needs 0 Supplier provides a documented roadmap for their Quality/ Technical (incl. products/services 0 40% Innovation & Risk) Supplier offers simplification/standardisation of their products/services 0 Supplier offers new technologies and innovative products/ services 0 Does the supplier have a documented Business Continuty or Disaster Recovery Plan? 0 Does the supplier respect all laws, regulations from National Bank, or other regulatory organisms? 0 Problems and risks arising from current contract(s) 0 Supplier delivery of product/service 0 SLA terms 0 Delivery 30% Project Timming for projects implementation 0 Respecting deadlines 0 Lead times 0 0 TOTAL SCORE 0 All rights reserved Page 11

Multumesc! Sabina CUSTURA, Head of Sourcing RO Erste Group Procurement Procurement Services RO S.R.L. Member of Erste Group Bucharest, 155 Calea Victoriei, bl. D1, district 1 Phone: +40 373517242 Fax: +40 213103469 Mobile: +40 730222934 mailto: andreeasabina.custura@erstegroup.com All rights reserved Page 14