Managing purchasing : organizing, planning, and control

목차 (Table of Contents)

• CONTENTS
• Preface = xi
• Glossary of terms used in purchasing = xiii
• 1 THE 10 BASIC QUESTIONS = 1
• The Directive = 1
• The Purchasing Department's role = 2
• The definition of Lowest Ultimate Cost = 2
• Source selection = 3
• The 10 basic questions = 4
• The answers to the 10 basic qusetions = 8
• Forging a link with finance and marketing = 15
• The first seven action plans = 15
• 2 PEOPLE AND MONEY = 17
• Solving the staffing equation = 17
• Establishing the workload = 18
• Assessment of working hours required = 21
• Choices of structure = 21
• Proposed establishment of sections = 23
• Staffing = 23
• Workload allocation within a section = 24
• Recruting(salaries at 1993 levels) = 26
• The typical buyer profile = 27
• The hierarchical structure = 29
• 3 MATERIALS = 31
• Office layout = 31
• Location of the Purchasing Department = 33
• Departmental image = 33
• The first procedure = 34
• Standard terms and conditions = 39
• The war of the acknowledgements = 43
• Price variation and the purchasing order amendment = 44
• 4 FINANCIAL REPORTING, THE PURCHASING FORECAST AND THE CORPORATE PURCHASING PLAN = 49
• Standard costing = 49
• How finance／accounts prepare standards = 50
• Purchasing's first considerations(an example) = 51
• The purchasing strategy = 61
• 5 THE RECRUITMENT PROCESS = 65
• The first interview = 65
• Forming as assessment = 66
• A test of your own management style = 68
• A provisional assessment = 69
• The short-list interviews = 70
• A decision only you can make = 71
• Use of consultants = 71
• Final preparations for the new recruits = 71
• The Internal management meeting = 73
• Union menbership = 73
• The Professional grades = 73
• 6 POLICIES, PROCEDURES, DEPARTMENTAL BUDGETS AND TIMING CONTROL = 75
• Code of ethics = 75
• Departmental budgets = 82
• Timming control = 84
• 7 INVENTORY AND SUPPLY PROTECTION = 87
• The capacity questionnaire = 88
• Rationlization of supply sources = 97
• JIT = 101
• 8 THE SUPPLIER-FRIEND OR FOE? = 103
• The supplier's strategy = 104
• Supplier's sales techniques = 105
• The purchasing manager as watchdog = 110
• 9 SUPPLIER EVALUATION METHODS, COST ESTIMATION AND PRODUCT COST CONTROL = 113
• Purchasing initiatives in source selection = 113
• Supplier performance report = 114
• Suppliers' annual reports = 116
• New potential suppliers-research methods = 118
• The approved supplier's contract = 119
• Cost estimation = 123
• Preparation Cost Control = 123
• Product Cost Control = 126
• Back to the drawing board = 128
• The target can be achieved = 128
• 10 NEGOTIATION METHODS = 131
• Negotiation planning = 132
• Case 1 = 132
• Assembling the information = 132
• Development of tactics = 133
• Choice of objectives = 135
• Supplier's objectives = 135
• Power and coercion = 136
• Partnership negotiation? = 136
• Is the supplier willing to negotiate? = 137
• The four questions = 138
• Case 2 = 138
• Case 3 = 139
• Case 4 = 140
• Case 5 = 141
• Case 6 = 141
• Case 7 = 142
• Case 8 = 142
• Precautions = 143
• Listening pays = 144
• 11 COST REDUCTION TEHCNIQUES, MARKET RESEARCH, IMPORTATION AND INCOTERMS = 147
• Value analysis = 148
• Value engineering = 149
• Value administration = 150
• Overseas purchasing = 150
• Counter-trade = 154
• The 'cold-calling' rep = 155
• INCOTERMS = 155
• Insurance clauses = 164
• 12 PREPARATION OF A CONTRACT = 165
• The break clause(the right to cancel) = 165
• Lesser penalties = 167
• Construction of a draft contract with Able Limited = 167
• Arbitration = 170
• Suppliers' contracts = 171
• Service contracts(hiring) = 172
• Check list for writing a contract = 173
• 13 MANAGEMENT BY OBJECTIVES AND MANAGING YOUR BOSS = 177
• Review of objectives = 177
• The choice of objectives = 178
• The Pressings chiefbuyer's MBO measurement sheet = 181
• Weighting of the objectives = 184
• Year-end process = 184
• Managing your boss = 185
• The monthly management report = 186
• 14 LET SLIP THE DOGS OF WAR = 189
• The competitive stakes = 189
• Prioritization = 190
• Delaying impacts = 190
• Defence in depth = 191
• Briefing the manager = 191
• Supplier visits = 192
• Engineering savings = 193
• Factory costs savings(catalogue and consumable items) = 194
• Scrap sales = 195
• Travel savings = 196
• The little black book = 198
• Some blunderbuss techniques = 198
• 15 PREPARING FOR THE AUDIT AND LONG-TERM PLANNING = 201
• The external auditors = 201
• The self-audit = 203
• Management style = 204
• Workload = 204
• Professionlism and training = 205
• Deputizing = 205
• Sales and marketing's five-year plan = 206
• The purchasing five-year plan = 209
• Next year's plan = 209
• APPENDIX A : Job descriptions = 2111
• APPENDIX B : Sample set of terms and conditions of purchase = 229
• FURTHER READING = 237
• INDEX = 239