You're in charge of sourcing. How can you get the most out of supplier engagement?
Sourcing is a crucial function for any business that relies on external suppliers for goods or services. But how do you ensure that you have a strong and productive relationship with your suppliers, and that you get the best value and quality from them? In this article, we will explore some tips and strategies for effective supplier engagement, and how it can benefit your business and your career.
Supplier engagement is the process of building and maintaining a positive and collaborative relationship with your suppliers, based on mutual trust, respect, and communication. It involves understanding your suppliers' capabilities, needs, and expectations, as well as sharing your own goals, feedback, and requirements. Supplier engagement also means involving your suppliers in your strategic planning, innovation, and problem-solving, and recognizing their contributions and performance.
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Lambo Zou
Your China Sourcing Agent - Furniture Hardware Expert | Smart Drawer Lock | Cabinet Handle | Drawer Slides | Furniture Leg | Hinge | Cable Grommet
To maximize supplier engagement, foster open communication and collaboration. Clearly communicate expectations and provide regular updates. Actively seek feedback and involve suppliers in decision-making processes. Build strong relationships based on trust and mutual respect. Offer incentives for innovation and continuous improvement. Regularly evaluate performance and provide constructive feedback. Lastly, prioritize long-term partnerships over short-term gains for sustainable success.
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Rahul Dessai
Procurement Office IT
Before onboarding suppliers, define objectives and KPIs for your supply chain programs. This sets a baseline for success and ensures alignment across different departments within your organization
Engaging with suppliers can bring a number of advantages to your business, such as improving the quality, efficiency, and reliability of your supply chain, increasing your competitive edge by accessing suppliers' expertise and technology, and enhancing your reputation and brand image through alignment with suppliers' values. Moreover, supplier engagement can help you develop your professional skills and network by learning from suppliers and building long-term partnerships.
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Åsa Rosenberg
Sourcing Manager at Kopparbergs Bryggeri
My experience from the industrial field is that having close relationships with your strategic suppliers is essential. You want suppliers who want to drive innovation and development. Good quality products and reliable deliveries are both important, but to stay competitive, every company needs to adapt and improve. The pace of change is fast and unrelenting.
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Diego Antonio Sena Araujo
Purchasing and Supply Management | Supply Chain | Strategic Sourcing | Procurement
It is important because they have the power to ensure your operation runs smoothly without delays, directly impacting your customer. A partner supplier understands your challenges and will be much more available to assist you, so it's important to build stronger bonds with strategic suppliers and know how to manage your entire supply chain. It's the suppliers who will bring technological innovations before your development team, they will assist in solving technical product problems, provide solutions for your business, and so on.
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Rahul Dessai
Procurement Office IT
It is the most vital to have a good supplier engagement. Instead of treating suppliers as mere transactional vendors, consider them as long-term strategic partners. Open communication and support are essential for optimizing operations and mitigating risks.
Identifying and segmenting your suppliers according to their importance, impact, and potential for your business is the first step to engaging them. Criteria such as the volume, value, and frequency of your purchases, the complexity of their products or services, and the level of dependency between you and them should be taken into account. Additionally, consider the degree of alignment between your goals, values, and expectations. This analysis will help you prioritize your suppliers and allocate resources accordingly; for instance, you may want to focus more on strategic suppliers who provide critical or unique products or services and have a high potential for innovation and value creation.
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Quintin Clark
Business owner NCI Procurement
In order to attain the best common goal and end point is to have a frank to the point sit down meeting with everyone involved at all stages of the relationship with the supplier to ensure everyone clearly understands the end goal and to ensure the maximum quality at the best price. From this point you can then audit the supplier at each stage in the process and highlight possible infractions on the goal line in order to ensure total quality time management and order in full delivery , Monthly audits of the supplier also ensure compliance with what is expected from both parties
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Åsa Rosenberg
Sourcing Manager at Kopparbergs Bryggeri
The best way to get started is always a meeting in person. You need to make sure you have the same view of where you are and where you want to be. Your suppliers should be interested in helping you reach your goals, because when you do better, so do they.
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Diego Antonio Sena Araujo
Purchasing and Supply Management | Supply Chain | Strategic Sourcing | Procurement
Be open and present non-compromising and confidential data; it is of paramount importance to show that the business is sustainable, beneficial for both parties, and that it will play a significant role. You need to know how to sell your idea to the supplier, especially when dealing with unique suppliers, which is quite common in some markets. Presenting an image of organization and planning will also help bring suppliers to your side.
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Rahul Dessai
Procurement Office IT
It is very important to have clear idea and Reliable data from suppliers is crucial for supply chain and sustainability programs. To embark on a supply chain traceability journey, you need visibility from sourcing to manufacturing to distribution.
Communication is paramount for effective supplier engagement. To ensure clear and consistent communication, regular meetings, calls, or emails should be held to review performance, discuss issues, and share feedback. Additionally, formal contracts, agreements, or policies should be established to define roles, responsibilities, and expectations. Informal chats, visits, or events can also be beneficial for building rapport, trust, and understanding. Furthermore, surveys, questionnaires, or interviews can be used to obtain insights, opinions, and suggestions from suppliers. When communicating with them, it is important to be transparent, honest and respectful. Moreover, it is essential to actively listen to their perspectives and address their concerns.
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Åsa Rosenberg
Sourcing Manager at Kopparbergs Bryggeri
Since I work in industry, I have always found it helpful to show my suppliers around in our production facility, and also to visit theirs. This helps tremendously down the line in both innovation and problem resolution. Once contracts are signed, communication should not be limited to only email, as this has a tendency to lower engagement over time. If meetings in person are too demanding, a good alternative is video meetings. For large suppliers, a reoccuring monthly meeting at a predetermined time helps everyone involved find the time and plan around it.
Collaboration is the next level of supplier engagement, which involves working together to reach common goals, create synergies, and solve problems. To do this effectively, you need to have a shared vision, trust, and commitment. Additionally, it's important to establish clear roles, rules, and incentives, as well as measure and evaluate outcomes and impacts. When collaborating with suppliers, you can joint plan, forecast, and budget to align strategies and objectives. You can also co-design, co-develop, or co-innovate to leverage their capabilities and technology. Furthermore, you can co-market, co-brand or co-sell to increase market presence. Lastly, you can co-learn, co-train or co-mentor to share knowledge and best practices.
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Åsa Rosenberg
Sourcing Manager at Kopparbergs Bryggeri
Once you find your people, collaboration should flow naturally. If you have chosen suppliers that are a good fit in terms of culture, innovation drive and goals - you are all working towards the same objective. You should always leverage your suppliers expertise as they often know more than you about what is happening in their market.
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Rahul Dessai
Procurement Office IT
Collaborate with suppliers on short- and long-term business objectives. Set mutual targets and jointly develop plans to achieve shared goals related to growth, innovation, productivity, quality and margins
Recognition is an essential element of supplier engagement and involves showing appreciation and gratitude for their efforts, achievements, and contributions. You can recognize your suppliers in a variety of ways, such as giving positive feedback or praise to acknowledge their performance, offering rewards or incentives to motivate improvement or innovation, providing opportunities or referrals to support their growth, and celebrating successes or milestones to strengthen your relationship. Recognizing your suppliers can have a positive impact on their satisfaction, retention, and engagement, as well as boost your reputation, image, and brand.
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Åsa Rosenberg
Sourcing Manager at Kopparbergs Bryggeri
First of all, let people know when they are doing a good job. This goes for everyone, everywhere. And don't just tell them "good job", be specific. For smaller suppliers, it can sometimes be a huge deal to be allowed to use you as a reference customer, and it doesn't cost you anything.
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