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Straight To The Bottom Line

Book Description

Straight to the Bottom Line will enable senior corporate executives to turn the enormous top-line and bottom-line potential of supply chain and procurement into reality.

Key Features
  • Provides a clear understanding of the performance improvement opportunities, and what is at stake if these opportunities are overlooked, written by and for senior corporate executives
  • Outlines a powerful and logical approach for assessing the state-of-the-art in their organization
  • Offers ways to estimate the specific opportunities related to implementing a change in strategy and practices
  • Details a comprehensive framework for organizing the transformation plan, across multiple dimensions
  • Gives advice on which areas to focus on first, in order to build and ensure success
  • WAV offers free downloadable resources such as a presentation detailing how modern supply management can improve ROIC and a lost opportunity calculator to quantify the impact of "maverick buying" — available from the Web Added Value™ Download Resource Center at

Table of Contents

  1. Cover
  2. Read the Reviews
  3. Title
  4. Copyright
  5. Table of Contents
  6. Foreword
  7. Preface
  8. Acknowledgments
  9. About the Authors
  10. Web Added Value™
  11. Part I. Executive Assessment: Pre-transformation
    1. Chapter 1. The Opportunity
    2. Chapter 2. Where Are You Now?
  12. Part II. An Executive Roadmap to Successful Supply Management Transformation
    1. Chapter 3. Goals: The Right Place to Start
    2. Chapter 4. Supply Management’s Role: Process Integration!
    3. Chapter 5. Pick the Right Leader: Look for Great “People” Skills
    4. Chapter 6. Corporate Structure: Lead from the Center
    5. Chapter 7. Innovation and Technology: From Auctions to Optimization
    6. Chapter 8. Measurement and Expectations: Show Me the Money!
    7. Chapter 9. Transformation: Making Sure the Changes Stick
  13. Part III. Post-transformation: Best-in-Class Examples from Supply Management Transformation
    1. Chapter 10. Automotive Purchasing: A Tale of Two Spenders
    2. Chapter 11. Consumer Products: Procter & Gamble
    3. Chapter 12. Aerospace and Industrial: United Technologies Corp.
  14. Part IV. The ABCs of Best-in-Class Practices
    1. Chapter 13. Strategic Sourcing: Your Most Important Tool
    2. Chapter 14. Supplier Relationships: The Advantages of Partnering Well
    3. Chapter 15. Supplier Diversity and Supplier Recognition: Expanding Your Base and Building Momentum
    4. Chapter 16. Low-Cost-Country Sourcing: Today’s Game-Changer
    5. Chapter 17. Negotiations Management: Homework and Preparation Pay Big Dividends
    6. Chapter 18. Contract Management: Apply Supplier-Centric Strategies
    7. Chapter 19. Risk Management: When — and How — to Hedge Your Bets
    8. Chapter 20. Consortium Buying: The Good, the Bad, and the Internet
    9. Chapter 21. Asset Recovery: Why the Scrappies Drive New Caddies
    10. Chapter 22. Consultants: To Use or Not to Use — That Is the Question
    11. Chapter 23. Outsourcing: When and Where It May Make Sense
  15. Epilogue. A Few Final Words from the Co-authors
  16. Appendices
    1. Appendix A. Supply Management Software Vendors
    2. Appendix B. Supply Management Consultants
    3. Appendix C. Supply Management Outsourcing Service Providers
  17. Source Notes