presentatie holger schiele windesheim

Welkom

Waardecreatie Private Sector

HET KENNISNETWERK VOOR INKOOP EN SUPPLY MANAGEMENT

Waardecreatie in de Private Sector

door Innovatie

Prof.dr. Holger Schiele

Hoogleraar Technology Management – Innovation of

Operation aan de Universiteit Twente

h.schiele@utwente.nl

HET KENNISNETWERK VOOR INKOOP EN SUPPLY MANAGEMENT

The University of Twente introduces purchasing

specialisation

• Holger Schiele – since2009 professor in Twente, 1 out of 10

• Together with Jan Telgen introducingpurchasingspecialisation – fourclasses in purchasingfor students

• Students look forinternships

HET KENNISNETWERK VOOR INKOOP EN SUPPLY MANAGEMENT

The challenge: staying at the board table (or

reaching it...)

“It took us 30 years to get into the board meeting – but if we

do not care it will only take three years for purchasing to be

out again” (A. van Weele)

HET KENNISNETWERK VOOR INKOOP EN SUPPLY MANAGEMENT

Strategic management

• Ensure enduring success(competitive advantagetarget)

• Sustainable growth of thecorporation (innovationtarget)

Classical procurement

• Ensure material availability(safety target)

• Procuring at cheap prices(cost target)

• Constraint: efficientperformance

Staying at the board table requires purchasing to

contribute with board level value creation

HET KENNISNETWERK VOOR INKOOP EN SUPPLY MANAGEMENT

Innovation: Purchasing ensures that suppliers

participate in product development teams

,20n.s

Supplier contributionto innovation

,53

,50*

,72***

,43

Supplier earlyinvolvement

Purchasing early involvement

Source: Schiele (2010)

HET KENNISNETWERK VOOR INKOOP EN SUPPLY MANAGEMENT

To ensure purchasing participation in develop-

ment, the supply function has to be re-organised

Source: Schiele (2010)

Cross-functional new product

development team

CPO

OperativeProcurement

StrategicPurchasing

Advanced Sourcing

Systems / stratagy

HET KENNISNETWERK VOOR INKOOP EN SUPPLY MANAGEMENT

The board level arena of competition: being a

preferred customer of leading suppliers

Source: Planning perspectives Inc. (2010)

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HET KENNISNETWERK VOOR INKOOP EN SUPPLY MANAGEMENT

Source: Planning perspectives Inc. (2010)

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The board level arena of competition: being a

preferred customer of leading suppliers500

HET KENNISNETWERK VOOR INKOOP EN SUPPLY MANAGEMENT

Achieving competitive advantage by becoming a

preferred customer

Source: Schiele / Veldman / Hüttinger (2011)

Buyer-supplier relations

Supplier

Buyer

HET KENNISNETWERK VOOR INKOOP EN SUPPLY MANAGEMENT

Buyer-supplier relations

Supplier

Buyer

Source: Schiele / Veldman / Hüttinger (2011)

Achieving competitive advantage by becoming a

preferred customer

HET KENNISNETWERK VOOR INKOOP EN SUPPLY MANAGEMENT

Supplier-buyer relations

Supplier

Buyer

Source: Schiele / Veldman / Hüttinger (2011)

Achieving competitive advantage by becoming a

preferred customer

Staying at the board tableby answering the question:

How to achievecompetitive advantagesand become a preferredcustomer of leadingsuppliers and innovatewith them?