Author: Mike Utting
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prequalification stage
selection stage
During manufacturing
program
When experiencing rapid growth
post contract implementation
At all phases throughout
procurement cycle
Think Ahead
• What information do you need?
• Cost structures; yield; process flow; quality control?
Avoid asking too many questions
Suppliers may become defensive to protect details that could be used in negotiation
Cost driversAge of
equipmentProcess flow
Scrap/yield rates
WorkforceImprovement
cultureQuality control
Management
Attitude Housekeeping Sourcing Supply Chain
Typical types of data to gather
Supplier Visit
Management
Marketing/ sales
Operations
Engineering/ design
Customer support
Goods in/out
Quality
Purchasing
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