BUSINESS DRIVERS & VALUE
STATE OF FLUX
2014 GLOBAL SRM RESEARCH REPORT
54
SHARING THE VALUE
Figure 1.13. How frequently benefits from collaborative SRM initiatives are shared with suppliers – 2013 / 2014
A relationship made up of two parties both with a vested interest in success, is key to successful SRM. An easy way to undermine the relationship is for one party to be seen to reap all the benefits. The charts opposite and below look at how frequently companies share the direct benefits of collaborative SRM initiatives with their suppliers, ( figure 1.13 ) and also what other value suppliers are thought to be deriving from SRM programmes ( figure 1.14 ). Sharing benefits with suppliers on a regular basis (always or often) shows an appreciable improvement since 2013, increasing from 16% to 25%, with evidence again that this is a practice more widely adopted by leaders and fast followers.
50%
○ 2014 ○ 2013
40%
30%
20%
10%
0%
ALWAYS
NEVER OCCASIONALLY OFTEN
DON’T KNOW
© 2014 State of Flux
Figure 1.14. How frequently benefits from collaborative SRM initiatives are shared with suppliers – leaders / fast followers / followers
Figure 1.15 below shows what value customers believe suppliers are getting from SRM.
50%
○ LEADER ○ FAST FOLLOWER ○ FOLLOWER
The top three responses all relate to business growth. The most significant value relates to growing their account and winning new business.
40%
30%
20%
The supplier perspective is explored in the 'sell side perspective' section on page 90.
10%
0%
ALWAYS
NEVER OCCASIONALLY OFTEN
DON’T KNOW
© 2014 State of Flux
Figure 1.15. Benefits derived from SRM by suppliers – customers perspective
SHARING YOUR ENGINEERING / RESEARCH AND DEVELOPMENT RESOURCES ACCESS TO NEW BUSINESS IN ORGANISATIONS OTHER THAN YOURS ACCESS TO NEW MARKETS PRODUCTIVITY GAINS TRANSFER OF SKILLS AND KNOWLEDGE FROM YOUR ORGANISATION MARKETING OPPORTUNITIES FASTER / BETTER DECISION MAKING YOU ARE MORE OPEN AND RECEPTIVE TO IMPROVEMENT IDEAS AND INNOVATION COST EFFICIENCIES USING YOU AS A CLIENT REFERENCE SALES / REVENUE GROWTH ACCESS TO NEW BUSINESS WITHIN YOUR ORGANISATION
OTHER (PLEASE SPECIFY) SHARING INVESTMENT / RISK IN JOINT PROJECTS IMPROVED MARGINS
0% 10% 20% 30% 40% 50% 60%
© 2014 State of Flux
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