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Le Bon Accord avec le Bon Fournisseur: Comment Mobiliser Toute la Puissance de vos Partenaires Commerciaux pour Réaliser vos Objectifs
Paperback
ISBN13: 9781773025230
Publisher: Nicholas Seiersen
Published: Apr 6 2017
Pages: 134
Weight: 0.55
Height: 0.36 Width: 6.00 Depth: 9.00
Language: French
Fermez les yeux, et pensez aux relations d'affaires les moins réussies que vous ayez vécues.
Soit vous étiez en affaires avec le mauvais partenaire, soit l'accord que vous aviez conclu ne pouvait pas marcher.
Un fournisseur inapproprié peut être incompétent, sous qualifié, mal équipé, peu motivé, mal financé, pratiquer de façon peu sécuritaire, être associé à des personnes peu dignes de confiance...
Un accord inégal se caractérise par une partie qui gagne trop, tandis que la partie adverse gagne peu voire même rien; ou alors l'une des parties est rémunérée pour réaliser des tâches sans aucune valeur.
Chacun sait que l'accord est inégal, et celui qui a été lésé trouvera un moyen de rééquilibrer la donne. Dans ce livre, vous apprendrez à poser trois questions importantes avant de vous embarquer dans un appel d'offres ou dans une discussion avec des fournisseurs potentiels:
- Qu'essayons-nous de réaliser? quel est l'objectif ultime de l'entreprise?
- Pourquoi faisons-nous appel à un acteur externe ? Le fournisseur est-il censé apporter des
compétences particulières, l'accès à des investissements (équipements) spécifiques, et a-t-il des
capacités uniques ?
- Quels sont les risques qui pourraient nuire à l'atteinte de nos objectifs, comment seront gérés
ces risques et qui en aura la responsabilité?
En répondant à ces trois questions, vous arriverez à trouver le bon fournisseur et à conclure une affaire équitable pour tous. Ce livre vous aidera à accomplir les nombreuses taches nécessaires pour préparer et mener à bien une demarche stratégique des achats qui vous permettra de conclure les bons accords avec les bons fournisseurs. Il est un guide pratique de toutes les étapes de l'élaboration de la stratégie commerciale jusqu'à la conclusion de la relation. Il traite aussi de la gouvernance et de l'organisation des achats, ainsi que du rôle des systèmes d'information.
Cette perspective résolument nordaméricaine intéressera aussi les entreprises d'autres continents, pour confronter leurs pratiques à celles d'outre-atlantique.
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