LITMIR.BIZ

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total $ 4,334,886 Marketing Franklin Advertising Agency $ 2,170,000 Budget Print Services $ 989,767 Color True Graphic Design $ 270,312 National Printing $ 95,000 Standard Market Research of New York $ 62,123 Marketing total $ 3,587,202 Administrative expense Office Max Incorp. $ 750,309 Federal Express Corporation $ 546,999 Warehouse Direct $ 506,380 U.S. Postal Service $ 413,075 Xerox $ 311,189 United Parcel Service $ 281,406 Administration total $ 2,809,358 Grand total $10,731,446

      Now, add the Supplier column to the pivot table. You can now see how many suppliers make up each category of spend. Table 2.3 provides an example of an analysis of spend by category and supplier.

When ranking categories, you are essentially determining the order in which you plan to drill down further into the data. Factors to consider when developing your ranking include how much spend is included within a category, how many suppliers are included with in a category, which categories have not been sourced recently, and which categories can be sourced most quickly (and with the least resistance). Understanding your company culture is important for properly managing this step. For example, depending on the industry you serve, the Marketing category will probably be high up your list in terms of both spend and suppliers utilized. However, many Marketing departments rely on close relationships with their suppliers and maintain tight control over their supplier selection process. This may cause them to be very reluctant to work with people outside of the Marketing department on supplier selection or supplier negotiations. If you are unfamiliar with sourcing and purchasing in the Marketing category (or you get the impression that there is high resistance from Marketing), you may not want to identify this area as a starting point. Instead, focus on areas of the organization that are more open to change or are less politically sensitive.

      This is not to say that Marketing spend should not be examined. The purpose of a Strategic Sourcing initiative is to reduce costs and hopefully create significant savings opportunities in the area of Marketing. However, building sponsorship and buy‐in to the process is critical, and sometimes the best way to do that is by showing some positive results from previous initiative. Starting with a department that is reluctant to engage will not help you build that business case.

      Now that you have ranked the categories, it is time to subcategorize the information into projects. During this stage, you are identifying what you consider to be distinct Strategic Sourcing initiatives, each with its own project plan, timeline, and sourcing strategy. In doing this, you are developing a preliminary sourcing strategy based on leverage points—grouping the spend in a way that provides the best opportunity for a supplier to reduce price, improve service levels, or provide additional incentives.

      At this stage, you probably won't have a clear understanding of price points, a full understanding of the supply base (capacity issues, regional variances, service differentiators, etc.), or other aspects that could create leverage; all you know is spend by supplier and category.

      Start with the categories that you have ranked the highest. Review the suppliers in the category and determine the types of products or services they provide. Ask yourself the following questions:

       Are there other suppliers in the category that provide the same or similar products or services?

       Is there overlap between what is being supplied in this category and another category?

       Can I include spend from two different suppliers in the same bid?

      The easiest way to answer these questions is to think about the suppliers that you would want to participate in the bid process. When thinking about administrative supplies, you may want to invite Staples to a bid for paper, but you probably would not invite Xerox to a bid for other office supplies. So your subcategory now becomes Office Supplies. Down the road you might find it necessary to segment paper into its own bid, or you might decide to allow Xerox to participate in the paper portion of the office supplies bid, but it is not necessary to make that decision at this time. Conversely, you might know that Konica Minolta sells your company copiers and printers, which Staples or most other suppliers of office supplies (or paper products) do not. Therefore, your subcategory for Konica Minolta would be either copiers or office equipment.

      Now that your subcategories are laid out, run a new pivot table to determine which subcategories have the greatest spend and number of suppliers. This should be similar to when you initially categorized the data. Now, rank your subcategories (or projects) based on the order in which you want to source them, remembering that you want to tackle quick‐win projects first to demonstrate the success of your initiative. You now have a preliminary sourcing road map with a list of potential projects. An example of a simple project road map is provided in Table 2.4.

      TABLE 2.4 Project Road Map

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Project	Total Spend	Total Suppliers	Ranking
Elevator maintenance	$1,421,000	1	1
Office supplies	$1,256,689	2	1
Shipping and postage	$1,241,480	3	1
Maintenance supplies	$ 588,157	2	1
Copiers and paper	$ 311,189	1	1
Printing	$1,084,767	2	2
Garbage disposal	$ 908,312