ictpartners
業界専門家は、従来の RFP の価値について 10 年以上にわたって議論してきた。テネシー大学の研究者は、より協調的な入札アプローチへの移行の研究の第一人者であり、最近になってこの議論に加わった。 切り替えに興味があるだろうか?この記事では、従来の提案依頼(RFProposal)とより協調的なパートナー提案依頼(RFPartner)のプロセスを比較する。 まずはじめに競争入札プロセスの目的は、購買組織が自社のニーズに最も適したサプライヤーを見つける手助けをすることである。しかし、多くの組織が理解していないのは、入札プロセスへのアプローチは、購入するものの性質によって決まるということだ。例えば、CIO や技術リーダーは、ビジネス上のニーズを解決するために適切なサプライヤーを見つける必要がある場合が多い。しかし、入札書類に盛り込まれるのは、購買組織が製品や業務に対して定義した仕様であることがほとんどだ。 つまり、ビジネス上のニーズを解決するために、既成概念にとらわれない発想ができる専門知識を持つサプライヤーを求めているにもかかわらず、調達チームがサプライヤーを詳細な仕様書という「箱」に閉じ込めてしまうということだ。 購買組織が専門家に仕事を依頼し、その一方でサプライヤーに製品仕様やサービス業務の詳細な指示を与えるという、この状況を私たちは「アウトソーシングのパラドックス」と呼んでいる。...
CIO
Leroy Merlin CIO and head of e-commerce and marketplace strategy Dmitriy Anderson admits that profitability keeps him up at night, particularly when it comes to new business endeavors like the Leroy Merlin product marketplace. According to Anderson, this online marketplace, which launched three years ago and currently has over 500 third-party sellers, recently reached a big milestone of breaking even for the first time in January 2024. “While this is quite impressive, making sure these numbers keep growing and the marketplace stays profitable can sometimes feel like a nightmare,” he says, espe...
CIO
Industry pundits have debated the value of conventional RFPs for more than a decade. Researchers at the University of Tennessee have been leaders in studying the shift to bidding approaches of greater collaboration, and have recently weighed in on the debate. Interested in making a switch? This article provides a comparison between a traditional Request for Proposal (RFProposal) and more collaborative Request for Partner (RFPartner) processes. First things firstThe purpose of any competitive bid process is to help a buying organization find a supplier that best meets its needs. But what many o...
CIO
Che cos’è un fornitore? Il soggetto che accompagna le imprese nella loro trasformazione digitale come un vero partner, o è un semplice vendor, non sempre allineato alle esigenze del suo cliente? Nell’esperienza dei CIO italiani la realtà si muove tra i due estremi: difficile trovare il fornitore ideale, soprattutto tra le Big Tech, ma un manager accorto sa a quali parametri guardare nella selezione. “Nella mia esperienza lavorativa mi sono trovata a collaborare con vendor di diverse dimensioni e ho imparato quanto sia importante guardare non solo alle caratteristiche del fornitore, ma anche a ...
CIO
It’s estimated that upward of 70% of strategic partnerships end in failure, with some of the most commonly cited issues being unrealistic expectations, disagreement over objectives, and poor trust and communication. But when respective parties get the formula right, great value can be created far beyond what any one company can do alone. What’s the differentiator? Research from the University of Tennessee (UT) suggests the strongest alliances in business focus on finding collaborative solutions specifically tailored to the needs of each partnership. There’s a tendency for business relationship...
CIO
Camping World, a $6 billion RV business headquartered in Lincolnshire, Illinois, sells, services, and furnishes RVs to provide customers with comfortable and dependable journeys. And internally, the corporate journey for Sruti Patnaik came in early 2023 when she became the company’s CIO following a significant spike in sales resulting from the 2020 pandemic. Patnaik inherited a strong business model, dedicated team, and faithful customers, but due to a history of acquisitions, the systems architecture needed an overhaul. So she and her team developed a novel systems integration approach to imp...
CIO
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