eSourcing – or the
process of tendering via the Internet is yet a concern in terms of managing
supplier relationships. In the beginning of eSourcing, the concept was resisted
by suppliers. They were aggravated by the thought that they shall get beaten-up
over prices. Wise organizations communicated the advantages of esourcing to
supplier. Here are some advantages which can help buyer to persuade suppliers
to take part in esourcing bidding events:
1.
Improved transparency and delivering a clear framework can help companies
understand supplier`s culture and how a company shall market their
goods/services.
2.
Buying companies` mission, vision and values
describes in RFP or eAuction benefits suppliers to understand company goals
which helps to determine whether to do business with the buying organization.
3.
Communicating contract and product
specifications, terms and delivery requirements take time for buyer to create a
formal RFP and eAuction process which enables suppliers to prepare better for
negotiation and contracting procedure.
4.
Product management, marketing and sales must pool
up to dispense one face to the customer. eSourcing events force discipline in
vendor`s sales process.
5.
Esourcing can help suppliers to get in front of
customer in reduced time rather then waiting for months or weeks to receive
response from a marketing campaign. It improves the capital efficiency of sales
and marketing teams by reducing the time required to recuperate the cost of
gaining a customer.
6.
eSourcing can help companies with limited
resources for sales and marketing, to display the value of their goods/services
by providing a leveled field in form of one platform or framework.
7.
eSourcing develops better competitive
intelligence by providing means to understand the competition better, whether
the supplier wins or not.
8.
eSourcing allows supplier to leverage new
technology for working with a potential buyer in future. For example, the
eSourcing platform may expand further from RFP or eAuction into modules like
contract management, supplier performance, vendor management, project
management etc. Acquainting with such tools may help supplier in future events
of other customers using same tools or platforms.
Communicating these
advantages is still a powerful tactic. There are still such suppliers who
resist such tools but many suppliers are willing to participate in eSourcing
events. Yet their number is increasing to the surprise of many buying
organizations.
During economic
recession suppliers struggled to retain sales level. They were not in a
position to refuse business therefore, they participated in eSourcing tools.
However, today the economy improvements have again increased the sales of
suppliers and now they can afford to be selective with the business which may
make resistant supplier withstand eSourcing.
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