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for the supplier, which require the buyer to complete analyses that would not be required if the buyer had alternative solutions for comparison.
By comparing each component of the potential solution, the supplier is effectively continuing to "compete" for the deal. The possibility of pulling some or all of the services out of the scope of the agreement provides tension to ensure the supplier provides the best possible solution at a fair price. The buyer must establish from the beginning that if goals are not achieved, the process may become multi-supplier at any time.
5. Be specific - more specific than seems necessary. The buyer must specify the process by which the problem solving, analysis, and solution evaluation are to take place. This requires the buyer to take ownership of the engagement process with the goal of setting specific milestones and end goals. This allows the buyer to maintain control of the decision and problem solving involved in reaching the deal. Additionally, the buyer's objective in specifying the process is to build a framework by which both parties will be aware of prescribed milestones and goals, and ultimately realize when they have achieved a fair deal - with its defined tenets.
In addition to setting the timing and objectives for the process, buyers should set guidelines for the level of detail for the scope and metrics used to measure the success of the relationship. Although most companies believe that they provide t
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