1, inquiry
Inquiry is from the possible seller to obtain information on who is qualified to complete the work, the process of professional terminology is called the supplier qualification confirmation (SourceQualification). The channels for obtaining the information include: tender notices, trade publications, the Internet and other media, supplier catalogs, and the appointment of experts to draw up a list of possible suppliers. Obtain tender proposals from suppliers by requesting quotations.
2. Supplier selection
This stage selects a contractor based on established evaluation criteria. Evaluation methods include the following:
Contract negotiation: the two sides to clarify their views and reach an agreement. This method is also called "bid negotiation".
Weighted approach: Quantifying qualitative data to minimize the impact of human bias. This is also known as "comprehensive bid evaluation".
Filtering method: Determines the minimum performance requirements for one or more evaluation criteria. For example, the lowest price method.
Independent estimation: The procuring organization prepares its own "base bid" as a reference point for comparison with the seller's proposal.
Normally, no fewer than three contractors are required to compete. After the supplier is selected, a contract is negotiated and signed between the buyer and seller.
3, contract management
Contract management is the process of ensuring that the buyer and seller fulfill the requirements of the contract, generally including the following levels of integration and coordination.
1) Authorize the contractor to perform the work at the appropriate time.
2)Monitoring contractor costs, schedules and technical performance.
3)Inspect and verify the quality of subcontractor products.
4)Change control to ensure that changes are properly approved and that all persons who should be informed are informed of the changes.
5)Establishing a link between the seller's execution progress and payment of costs in accordance with the terms of the contract.
6)Procurement audits.
7)Formal acceptance and contract filing.
Two, corporate procurement how to optimize
1, identify the problem: this stage by the use of the department to put forward the needs. Only specific users know what their needs are, not decision makers. This is the grass-roots aspect of industrial sales.
2, the project feasibility study: this stage of the user has been found to report to the upper levels of the problem, the customer's internal brewing to be purchasing plan, consider the budget and other issues.
3, the project: this stage will generally be set up to use the department, the technical department, the financial sector, the decision-making department and other personnel **** with the composition of the project procurement team.
4, to determine the procurement of technical standards: in this stage, is the customer on the procurement standards development stage. Usually by the customer's use of the department and the technical department to analyze the demand, and then transform the demand into procurement standards.
5, bidding: procurement standards developed, the customer will be released in the form of tender, ready to bid on the bidding manufacturers to get the tender to develop the program. At this time, no matter how the sales staff recommend the advantages of this product, customers generally do not change the procurement program, unless the fatal flaws found. Because for them, the procurement program changes are "one hair affects the whole body", the cost is very high.
6, the project evaluation: the customer will generally negotiate with more than two sales manufacturers, in order to evaluate and compare, to get better business conditions. This stage will establish the preferred supplier.
7, contract review: this stage of the customer will be through commercial negotiations, and strive for some added value. Product technical standards and specifications, quantities and payment methods are the content of the contract review.
8, the signing of the agreement: this stage is the signing of the contract, delivery of products, the implementation of the installation. The signing of the contract does not mean the end of the transaction. Real sales at this time to really start. Sales staff to seriously fulfill their commitments according to the contract, on-time delivery, according to the progress of completion. Understanding the customer's internal procurement process is the prerequisite for industrial marketing to say the right words, find the right people and do the right things.