Category Discovery is a critical step in building your e-negotiation strategy?

July 14th, 2015

Many e-negotiation programs fail because their data is not well researched in advance of the execution stage.

 

Todays post is by  Ron Southard, CEO at SafeSourcing Inc.

Category discovery is the basis of any quality implementation of an e-negotiation strategy. It is essential that this process be supported by the company’s executive management because they hold the key to unlocking access to data sources across the enterprise. This process will include working with all category managers, buyers, other procurement knowledge workers and anyone that participates in sourcing to uncover what you don’t know in support of your Requests for Information (RFI), Proposals (RFP) and Quotations (RFQ).

The first step in this process is the understanding of where the data is hiding and in most companies large and small it is. Here’s a list to get you started. Data discovery generally comes from two sources; Internal and external.

Examples of Internal and External Data Sources

1. SLRP
2. Budgets
3. General Ledger
4. Detailed P&L
5. Purchase Orders
6. Contracts
7. Detailed Vendor Listing
8. Product List by Vendor
9. Invoices
10. Product cut sheets
11. Copies of orders
12. Brochures
13. Supplier Websites
14. Annual Reports

If you’d like some help with your category discovery and have a GL you’d like analyzed, please contact a SafeSourcing Customer Services Project Manager.

As always we look forward to and appreciate your comments

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