Functional buying and selling, something for me(n company)?!
Leverage or partnership strategy?
Date 27 September 2005
Location
Speakers

Arie Kroeze (NAM)
Koen Bogers (STORK GLT vof)
Robert de Vries (STORK GLT vof)
Abe Goldman (NEVI Purchasing Academy)

Report Click here for the presentation of the lectures (in .pdf format, 1339kB)



Functional procurement is the tool to always get value for money. All the risks of a product or service working inadequately lie with the supplier. But functional selling is a utopia. By definition, as a supplier, you cannot bear this responsibility. The user remains responsible (and is the real expert) for the conditions your product or service is exposed to.

So why does it happen and can even be called a success?

because the supplier has exceptionally high process knowledge .....
because the supplier calculates high risk margins ......
because the customer no longer has detailed knowledge himself and therefore has to .....
because someone thinks this is a good idea .....
or because there is a benefit for all parties!

By telling you how it works, why it works, when it works and what has been done to make it work, you will gain insight into whether functional purchasing and/or selling can also improve your or your organisation's profitability.
For this purpose, the current experts in this field were prepared to tell you about the Groningen Long Term (GLT) programme.

Within the Stork GLT consortium, we work together in a unique way: Whereas normally an EPC contractor does the project management, seeking its own sub-contractors, in this consortium a deliberate choice was made for an equal relationship.

Description

Functional buying and selling, something for me(n company)!

Speaker(s)

Arie Kroeze of NAM

Location

Stork, Utrecht

Organiser

Commercial Engineer

KIVI NIRIA congress bureau