The Bermuda Triangle of Business Procurement

Preface and Acknowledgements

1. "When It Comes to Purchasing, We All Consider Ourselves World Champions"

Purchasing - the Sleeping Beauty? - A Spaniard Reawakens a Whole Industry
Enormous Profit Potential Is Wasting Away in Purchasing Departments
Depending on the Industry, the Focus Varies between Research & Development, Sales and Marketing
Purchasing Must Become a CEO's Responsibility
A Plea on Behalf of Our Purchasers

2. Procurement: Guaranteed Profits in Every Corporate Situation

How Procurement Optimization Makes Financial Rehabilitation Easier
How Procurement Optimization Increases Corporate Value
How Procurement Optimization Contributes to Refinancing a Corporate Merger

3. From Traditional Purchasing to Modern Procurement Management

The Added-Value Ratio Is on the Decline
Total Cost of Ownership Turns into a Profit Booster
Strategic Procurement Management Is Decisive for Sustained Growth

4. Five Typical Cases from Practice: The Mistakes Are Almost Always the Same

First Case: Purchasing without Defined Tasks
Second Case: Sole Concentration on Design and Development
Third Case: Finding the Balance between Central and Local Purchasing
Fourth Case: No Efficiency despite Suitable Purchasing Tools
Fifth Case: The Purchaser as a Presumed All-Rounder

5. Put Your Purchasing to the Test: Identifying Dormant Profit Potential

Data You Absolutely Need to Know
Do You Still Purchase Conventionally, or Do You Already Have Modern Procurement Management?
How Efficiently Can Your Purchasing Function?
Are You Sufficiently Informed about Your Suppliers?
Do You Know How Efficient Your Suppliers Really Are?
Do You Really Specify Your Suppliers' Tasks?
How Sophisticated Is Your Procurement Logistics?
How Qualified Is Your Purchasing Manager?
A Self-Check for Your Head of Purchasing

6. Helping Purchasers Help Themselves: The Successful Tools of Modern Procurement Management

A Matter of Character: New Challenges Facing the Traditional Purchaser
Tool for Success: Organization
Tool for Success: Potential Analysis
Tool for Success: Negotiation Strategy
Tool for Success: General Agreements
Tool for Success: Internet-Based Procurement
Tool for Success: Detailed Request for Proposal (RFP)
Tool for Success: Live Auction

7. Formulating Ambitious Monetary Targets: The Foundation for Success

A Variety of Optimization Targets Are Achievable
Setting Targets for Products with a High Proportion of Raw Materials

8. The Purchasing of Tomorrow: Most Relevant Profit Supplier for Enterprises

The Professional Buyer Becomes a Supplier Relationship Manager (SRM)
The Purchaser of the Future Assumes the Tasks of a Cost Manager
The Role of Procurement Optimization within the Scope of Basel II
Glossary
Appendix
A Personal Offer to My Readers
Index