文档介绍：Sheila Dubin
Value Managed Relationships
December 1998
Author:
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pleting this module, you will be able to:
Understand VMR concept and application
Articulate types of cost savings opportunities created by VMRs
Use the Bain framework to conduct a VMR
Refer to real examples of Bain’s VMR process and ess
Value Managed Relationships Objectives
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VMR Concept
VMR Key ess Factors
VMR Sources Of Value
Bain VMR Process
Example
Key Takeaways
Agenda

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A Value Managed Relationship (VMR) is a full partnership between a customer and a supplier.
Its goal is to maximize quality and minimize total system costs of doing business through collaborative sharing of information and resources.
A VMR creates a win/win relationship.
VMR Definition
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“Partnership”
True VMR
Procurement Strategies
Value Managed Relationship
Sole Source
Vertical Integration
Competitive Bid
Short-term Contract / Spot
Long-term Contract
A VMR is one procurement strategy to maximize cost savings and strategic value.
What is a VMR?
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A Value Managed Relationship can exceed the value potential of both vertical integration and traditionally negotiated "arm's length" transactions:
a consolidation of purchases to one or few suppliers who are capable of maintaining long petitive economics, high quality and efficient delivery
participants must share single goal of achieving lowest industry systems cost
savings should be shared to provide mutual ongoing incentives to eliminate redundancies
A VMR, when appropriate, exceeds the value of all other types of relationships.
How Does a VMR Work?
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Fragmented supplier base, munication
Single or small number of suppliers, munication
In-house supply, communication frequent
Traditional "Arms Length" Approach
Vertical Integration
Investments based upon manufacturer's needs
Potential for customized investment in facilities/equipment
May require investment in weak strategic business
Adversarial bid negotiations to obtain lowest unit