CASESTUDY
SRMBOOSTSREVENUE ANDBOLSTERSGLOBAL AMBITIONATTELSTRA
In procurement, helping keep business costs down is an important priority. However procurement teamsmust also support the business to expand sales and grow revenues. Supplier Relationship Management (SRM) teams can play a vital role in helping businessesmanage both priorities, as Telstra has discovered. Georgina Portelli, general manager, supplier relations, says: “ It is not enough to approach procurement with a traditional ‘cost-saving’ mind set. At Telstra we need to focus on maximising our relationships with our suppliers to meet our customers’ expectations, which often requires partnering with suppliers to develop new products or services. “These are complex relationships and we are looking for more innovative solutions that we can take to market together and use to drive revenue,” she says. While Telstra is a household name and is well known by local suppliers in the Australianmarket, it is also seeking to develop relationships with suppliers that operate on a global scale. BIGFISH, BIGGERPOND Telstra doesn’t enjoy the same familiarity in the global supplier market as it does in Australia, says Portelli. “We wanted to improve how we manage relationships with global suppliers. It is a case of preparing ourselves to compete on a global scale. “To get better value from our supplier relationships, we needed to work in a new way. Fortunately, support for our new approach came from the top.”
Telstra is a big name in Australian telecoms, but it has ambitions worldwide. By improving the way it manages relationships with its global suppliers, it is boosting business growth and performance.
We wanted to improve how we manage relationships with global suppliers. It is a case of preparing ourselves to compete on a global scale. “To get better value from our supplier relationships, we needed to work in a new way. Fortunately, support for our new approach came from the top. Georgina Portelli, General manager, supplier relations
Telstra is Australia’s leading telecommunications company, offering a full range of communications services and competing in all telecommunications markets. In providing these products and services, Telstra’s direct and indirect categories account for A$10bn ($7.5bn) external spend, managed by a 150-strong procurement team.
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