If the only measure of your organization's purchasing performance
is forcing down prices from suppliers then not only is your
purchasing team failing to add value, they may also be damaging
your supply chain and the medium to long-term competitiveness of
your organization. Derek Roylance's Purchasing Performance -
Measuring, Marketing and Selling the Purchasing Function is a
blueprint to help you identify the performance measures and
marketing expertise that matter for your purchasing team. Buyers
don't exist in isolation but often find it easier to focus
excessively on the external market place leading to neglect and
subsequent alienation of their internal customers. The book
recommends operating the function as a business within a business.
Part of this approach is to increase market share by better
internal marketing and selling of their procurement expertise. The
author provides practical methods for measuring purchasing
performance and then communicating effectively - to the whole
organization - the contribution the function can make to increase
competitive advantage, profitability and all-round efficiency. In
an intensely competitive world marketplace, purchasing can only
achieve its true potential if it can persuade top decision makers
that it will pay them to involve their procurement specialists in
all major strategic decisions; the book shows how to achieve this
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