2021-11-17-科尔尼-For_direct_procurement,_speed_chess_will_be_the_name_of_the_game_9页_750kb

Direct Procurement Analysis Summary

Direct procurement's future involves maximizing supply market power, creating customer value, and maintaining agility, unlike indirect procurement focused on disruptive technology. Digital transformation is expected to impact indirect categories but not direct ones, which rely on structured spending and strong controls.

Technology trends like 3D printing and AI are shifting market dynamics, giving buyers more power through enhanced visibility, innovation, and alternatives. While suppliers may try to maintain leverage, these changes will enhance buyer dominance over time.

Key strategies for direct procurement include:

• Leveraging supplier innovation and managing intellectual property.
• Maintaining open choices to avoid supplier lock-in.
• Agility in deploying tactics to capitalize on the “domino effect” of escalating buyer power.

The future requires a “speed chess” approach to procurement, emphasizing long-term power capture and nimble decision-making, with industry-specific impacts based on volume and product life cycles.

Apple exemplifies this strategy through strategic supplier arrangements and investments, demonstrating dominance and continuous innovation. Adapting to these changes will provide competitive advantages.