PROCESSO DI ACQUISTO: STRATEGIC PURCHASING, SOURCING E SUPPLY

By 10 maggio 2017 IT & Management

Gli acquisti hanno un alto valore strategico per le imprese: le decisioni relative alle forniture infatti sono valide per un determinato periodo di tempo, e le conseguenze delle scelte effettuate non sono immediatamente valutabili. Dopo le iniziali scelte strategiche, le attività d’acquisto diventano invece più ripetitive. Gianluca Spina nel suo libro “La Gestione dell’Impresa”, scompone l’intero processo di acquisto in 3 fasi: strategic purchasing, sourcing e supply.

Fase 1: Strategic purchasing

È la fase in cui si fanno scelte con forte valore strategico ed ovviamente inizia quando si è deciso di fare outsourcing di determinate risorse. Si procede seguendo 4 step:

  1. Definizione della rete e delle relazioni, consiste praticamente nello scegliere con quanti fornitori avere a che fare e che tipo di rapporto instaurare con ognuno di essi. Le scelte ricadono in una di queste opzioni: multiple sourcing, single sourcing, dual sourcing oppure parallel sourcing.
  2. Marketing d’acquisto, è la fase in cui ci si informa sul mercato della fornitura. Ci si tiene aggiornati sullo stato dell’arte, ricercando anche soluzioni alternative. Infine vengono valutati i fornitori sulla base delle loro prestazioni.
  3. Gestione del rapporto con i fornitori. In sostanza ci si chiede che tipo di rapporto instaurare con il fornitore. Se viene scelto un rapporto di partnership (che richiede tempo ed energie per l’impresa) e se fornire o meno supporto al fornitore, oppure limitarsi al solo acquisto del bene/servizio. Si può decidere anche di fare Bundled Outsourcing, ovvero delegare tutti gli acquisti (comprendendo quindi anche le subforniture) ad un unico fornitore, limitando quindi il numero di relazioni dirette con altre aziende.
  4. Valutazione Strategica o vendor rating: consiste nella valutazione della relazione con i fornitori, che sono periodicamente controllati al fine di riscontrare criticità o confermare il buon andamento della fornitura.

Fase 2: Sourcing

Dopo aver scelto il fornitore, si inizia il processo di acquisto vero e proprio, anch’esso composto da 4 step:

  1. Definizione delle specifiche del prodotto da acquistare il più possibile dettagliate;
  2. Marketing d’acquisto, se questo è un prodotto completamente nuovo per cui non ci sono dei fornitori già designati, oppure se non si riesce a capire bene di cosa si ha bisogno e quindi si rimanda ai fornitori lo sviluppo di una proposta dettagliata di una soluzione.
  3. Richiesta d’offerta: si comunicano le specifiche precedentemente definite ai fornitori che faranno la loro offerta.
  4. Negoziazione e selezione delle offerte ricevute dai fornitori. Si sceglie quella più conveniente e si redige il contratto di fornitura.

Fase 3: Supply (fornitura)

È l’ultima fase del processo di acquisto, quella di carattere più operativo in cui si invia finalmente l’ordine al fornitore. Si articola in:

  1. Expediting: il cliente richiede al fornitore lo stato di avanzamento della consegna e la conferma della data stabilita.
  2. Ricezione della merce e controllo della qualità della fornitura. Se il fornitore affidabile e c’è fiducia nella collaborazione, la fase di controllo può essere delegata al fornitore stesso (questo tipo di strategia viene chiamata free pass), risparmiando così tempo e denaro.
  3. Pagamento della fornitura, successivamente all’emissione della fattura da parte del fornitore.
  4. Infine si fa una valutazione operativa del fornitore raccogliendo la maggior parte dei dati disponibili, ma riferendosi soprattutto al rispetto dei tempi e della qualità della merce concordata nel contratto.

Nel caso il contratto sia chiuso (ovvero valido per un unico acquisto) è necessario per ogni fornitura ripetere tutte e 3 le fasi del processo d’acquisto. Mentre nel caso di contratti quadro (ovvero aperti e validi per acquisti ripetitivi), rimangono valide le prime due fasi e per ogni ordine bisogna ripetere la sola fase di supply ogni volta che si ha necessità del prodotto in questione. Questo tipo di contratti hanno una determinata valenza temporale e di solito garantiscono al cliente una certa libertà per quanto riguarda i volumi d’acquisto di ogni singolo ordine.

 

Fonte: innovazioneblog

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