Strategic Sourcing in the New Economy Harnessing the Potential of Sourcing Business Models for Modern Procurement

'That's what we have always done' is not a mantra that achieves innovative advancement.

Today's business environment is filled with volatility, uncertainty, complexity and ambiguity. The 'tried and true' procurement tactics adopted as the gold standard over the last 30 years are no longer as effective as they were in a time when organizations won by leveraging their power.

The business battlefield of this century will be won by those who learn to create relationships that provide flexibility to meet emerging trends, technologies, problems and risks. Today's winners won't play yesterday's competitive 'win at all costs' game with key suppliers; rather, they'll seek to develop highly collaborative relationships that can help drive transformation and innovation in their organization.

Sourcing Business Model theory is a revolutionary approach that will challenge procurement professionals much the way Peter Kraljic's pioneering Kraljic Matrix challenged them to segment suppliers and Michael Porter brought competitive analysis to the forefront with his Porter's Five Forces Model. Written from a practitioner's perspective, this book not only teaches readers the 'why' and 'what' of Sourcing Business Model theory, but also how to apply it to their organizations to create real value and real results.

With actionable advice and tools like the Business Model Mapping Tool and Sourcing Considerations Guidelines, this book is designed to help you identify the best Sourcing Business Model for your organization and implement it in an easy-to-navigate manner. Whether you're a Chief Procurement Officer or an entry-level buying analyst, Strategic Sourcing in the New Economy will empower you to create powerful cooperative alliances that will help you reach - and surpass - your business goals in today's dynamic new environment.

Bonnie Keith is the President of The Forefront Group, LLC, an international strategic supply management business providing project support, change transition, process optimization, strategic planning, consulting and training and development services for global clients. She has over 25 years of operations and supply management experience and has designed effective global procurement and supply management organizations.

She has trained all levels of management and professional employees in several companies worldwide and serves as an Executive Coach for leading companies. She has served in Corporate Executive and Officer positions for three Fortune 100 companies and two Fortune 500 companies covering retail, power generation and distribution, manufactured products, global distribution, consumer products and services, food manufacturing and service, pharmaceutical, chemical and defense and aerospace.

She served as a member of the White House Year 2000 Advisory Counsel for the Pharmaceutical Industry and has been published in the Wall Street Journal, Corporate Finance Magazine and Drug Store News. She has been a contributor to business textbooks and ISM publications and serves as business adjunct faculty for three universities in the US and the Executive MBA Program at HEC Paris. Additionally she is a Faculty Member at the University of Tennessee Executive Development Program and an MBA advisor at Temple University. She is a Member of the Executive Advisory Board for Vested Outsourcing and is a Certified Vested Outsourcing Leader.

Bonnie's business experience includes operations and supply management assignments with General Electric Company, Asea Brown Boveri, Ltd., PepsiCo, Amerisource/Bergen, and American Standard Companies.

She has an MSA and lives in the Philadelphia area.

Karl Manrodt is a professor in the Department of Management, Marketing & Logistics at Georgia Southern University. He is a prolific researcher, authoring three books and over 50 scholarly articles in leading journals. Dr. Manrodt was recognized as a '2004 Rainmaker' by DC Velocity Magazine and in 2005 was awarded the Eugene Bishop Award for Sustained Academic Excellence by the College of Business at Georgia Southern University. He served on the Board of Directors for the Council of Supply Chain Management Professionals as well as other leadership roles with the Warehouse Education Research Council

Jeanne Kling is a Research Associate with the Vested Outsourcing team at the University of Tennessee. Working with Kate Vitasek and Dr. Karl Manrodt, she is co-author of the book, Vested: How P&G, McDonald's, and Microsoft are Redefining Winning in Business Relationships. As part of the Vested team, Kling researches and writes case studies about successful Vested strategic alliances. Kling also authors magazine articles, blogs, and industry papers. Kling has earned the designation of Certified Deal Architect for Vested

Kate Vitasek is the founder and managing partner of Supply Chain Visions, a Kirkland, Wash., consulting firm that specializes in supply-chain strategy and education. She is a faculty member at the University of Tennessee's Center for Executive Education and she teaches MBA classes on performance management and lean supply chains at Wright State University. Vitasek also teaches seminars for the Warehouse Education Research Council and is on the peer review board for the Journal of Business Logistics.

Contents
Endorsements
Introduction
PART I
1. The 800 Lb. Gorilla Has Left The Building
2. The Only Person Who Likes Change Is A Wet Baby
PART II
3. Sourcing Is A Continuum
4. Trekking Through Transactions
5. Embracing Co-Dependency: Enhancing Success
6. Vested: A Brave New World
7. Investment Based Sourcing Models
PART III
8. Selecting The Right Sourcing Business Model For Your Situation
9. Considerations Crossing The Continuum
PART IV
10. Maturity Meets Modality
11. There's No Such Thing As Half-Trust
12. Getting To We
Conclusion
Appendix
Glossary
Acknowledgements
Notes
Index