Last Wednesday, I reviewed Ariba\u2019s new whitepaper entitled \u201cSupplier Nominated Savings: Accelerating Savings through Strategic Partnerships.\u201d Though I pointed out much value in the whitepaper, I did write that the approach seemed more like an RFP than a true collaboration.<\/p>\n
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Apparently, I wasn\u2019t the only one.<\/p>\n
In response to a related post on Supply Excellence (Ariba\u2019s blog), the Hackett Group\u2019s Pierre Mitchell commented that supplier nominated savings programs are most effective when they are not \u201cnarrowly defined,\u201d cautioning procurement organizations not to disguise the \u201cprice reduction wolf in a collaborative sheep\u2019s clothing.\u201d<\/p>\n
Ariba followed up with a second post on Friday, trying to clarify the \u201cwin-win\u201d nature of good supplier nominated savings programs. While the follow up was valuable, I think that there was something that could have been said more simply. And, actually, it is the most critical piece of a successful supplier nominated savings program. So I am going to help Ariba articulate it.<\/p>\n
What is it?<\/p>\n