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Last updated on 2024年6月4日

How do you segment and prioritize your supplier market opportunities?

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Segmenting and prioritizing your supplier market opportunities is a key step in developing a successful supplier sourcing strategy. By analyzing your current and potential suppliers based on various criteria, you can identify the most attractive and feasible options for your business needs. In this article, we will show you how to apply a simple and effective framework to segment and prioritize your supplier market opportunities.

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Saleh Al Ghunaim, CCMP

Procurement I Strategic Sourcing I Contracts Management I Category Management I Supply Chain Management

1 Define your sourcing objectives

Before you start segmenting and prioritizing your supplier market opportunities, you need to define your sourcing objectives. What are the main goals and challenges of your sourcing project? What are the key requirements and expectations of your internal stakeholders and customers? How do you measure the performance and value of your suppliers? By answering these questions, you can establish a clear and consistent vision for your sourcing strategy.

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Lambo Zou

4K Followers - Furniture Hardware Expert | Smart Home Systems | Niche Product Development | Advanced Manufacturing | Material Science | Sourcing Specialist
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To segment and prioritize supplier market opportunities: Market Analysis: Evaluate market trends, competition, and demand. Segmentation Criteria: Divide the market based on factors like geography, industry, and supplier capabilities. Supplier Evaluation: Rank suppliers on criteria such as cost, quality, reliability, and innovation. Risk Assessment: Analyze potential risks including geopolitical stability and financial health. Strategic Fit: Align supplier capabilities with your company’s strategic goals. Prioritize Opportunities: Focus on high-impact, low-risk suppliers that offer the best value and strategic advantage. This approach ensures a targeted and efficient sourcing strategy.

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VISHNU RAVI ?

MBA in Supply Chain Management | Aviation & Business Enthusiast | Experienced Senior Procurement Specialist | LinkedIn Personal Branding Consultant
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To segment and prioritize supplier market opportunities, start by dividing your suppliers into groups based on factors like location, size, performance, and innovation. Collect data from various sources to categorize them as strategic, tactical, or commodity suppliers. Next, analyze each segment for market size, growth potential, competition, and profitability. Conduct a SWOT analysis to understand strengths and weaknesses. Prioritize segments based on strategic fit, value, and risk. Allocate resources accordingly. Engage with top suppliers through proposals and meetings, build strong relationships, and keep monitoring performance to adjust your strategy as needed.

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Leandro Almeida

Analista Comercial & Dados | Especialista em Logística e Supply Chain
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Antes de segmentar e priorizar as oportunidades de mercado de seus fornecedores, é crucial definir claramente seus objetivos de sourcing. Identifique os principais objetivos e desafios do seu projeto de sourcing, os requisitos e expectativas dos stakeholders internos e clientes, e como você medirá o desempenho e valor dos fornecedores. Essa clareza permitirá que você estabele?a uma vis?o consistente para sua estratégia de sourcing, direcionando seus esfor?os para as oportunidades que melhor atendem às necessidades da sua empresa.

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2 Identify your supplier market segments

The next step is to identify your supplier market segments. A supplier market segment is a group of suppliers that share similar characteristics, such as location, size, industry, product range, quality, price, service level, innovation, sustainability, etc. You can use various sources of information, such as market research, industry reports, trade associations, online databases, etc., to gather data on your potential suppliers and categorize them into different segments.

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Leandro Almeida

Analista Comercial & Dados | Especialista em Logística e Supply Chain
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Um segmento de mercado fornecedor é um grupo de fornecedores que compartilham características semelhantes, como localiza??o, tamanho, indústria, gama de produtos, qualidade, pre?o, nível de servi?o, inova??o, sustentabilidade, entre outros. Utilize várias fontes de informa??o, como pesquisas de mercado, relatórios da indústria, associa??es comerciais e bancos de dados on-line, para reunir dados sobre seus fornecedores potenciais. Categorizá-los em diferentes segmentos permite uma análise mais estruturada e eficiente, ajudando a identificar e priorizar oportunidades de mercado que melhor se alinhem com seus objetivos de sourcing.

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3 Evaluate your supplier market segments

Once you have identified your supplier market segments, you need to evaluate them based on two dimensions: attractiveness and feasibility. Attractiveness refers to how well a segment meets your sourcing objectives, such as quality, cost, delivery, flexibility, innovation, etc. Feasibility refers to how easy or difficult it is to source from a segment, considering factors such as availability, accessibility, competition, risk, regulation, etc. You can use a scoring system or a matrix to compare and rank your segments based on these dimensions.

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Leandro Almeida

Analista Comercial & Dados | Especialista em Logística e Supply Chain
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Para realizar essa avalia??o, você pode utilizar um sistema de pontua??o ou uma matriz comparativa. Isso permite classificar os segmentos de mercado, equilibrando os benefícios que cada um pode oferecer contra os desafios que apresentam. Esse processo de avalia??o ajuda a priorizar segmentos que n?o apenas se alinham com seus objetivos de sourcing, mas também s?o viáveis e estratégicos para a sua opera??o.

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4 Select your priority supplier market segments

Based on your evaluation, you can select your priority supplier market segments. These are the segments that offer the highest combination of attractiveness and feasibility for your sourcing project. You can use a simple rule of thumb to select your priority segments: focus on the segments that are above average in both dimensions, avoid the segments that are below average in both dimensions, and consider the segments that are above average in one dimension and below average in another dimension depending on your trade-offs and preferences.

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Leandro Almeida

Analista Comercial & Dados | Especialista em Logística e Supply Chain
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Uma abordagem eficaz é focar nos segmentos que se destacam em ambas as dimens?es, evitar aqueles que ficam abaixo da média em ambos os critérios, e analisar com cuidado os segmentos que têm desempenho misto, ajustando conforme suas prioridades e trade-offs. Essa metodologia permite que você direcione seus esfor?os para os fornecedores que oferecem o maior potencial de benefício e facilidade de implementa??o, garantindo uma estratégia de sourcing mais focada e alinhada com os objetivos do seu projeto.

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5 Develop your sourcing plan for each priority segment

The final step is to develop your sourcing plan for each priority segment. A sourcing plan is a detailed action plan that outlines how you will source from a specific segment, such as the selection criteria, the sourcing methods, the negotiation tactics, the contract terms, the performance indicators, the risk mitigation strategies, etc. You can use a template or a checklist to ensure that you cover all the relevant aspects of your sourcing plan.

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6 Monitor and review your sourcing results

As you implement your sourcing plan, you need to monitor and review your sourcing results regularly. You need to track and measure the performance and value of your suppliers against your sourcing objectives and expectations. You also need to identify and address any issues or gaps that may arise during the sourcing process. You can use feedback mechanisms, such as surveys, audits, reviews, etc., to collect and analyze data on your sourcing results and make adjustments as needed.

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Leandro Almeida

Analista Comercial & Dados | Especialista em Logística e Supply Chain
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Esboce e execute um plano detalhado para cada segmento de mercado de fornecedores que você priorizou. Este plano deve abranger todos os elementos cruciais para garantir uma abordagem eficiente e estratégica na obten??o dos recursos necessários. Utilize um guia ou modelo para garantir que todos os aspectos importantes sejam abordados de forma abrangente e organizada.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Saleh Al Ghunaim, CCMP

Procurement I Strategic Sourcing I Contracts Management I Category Management I Supply Chain Management
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To segment and prioritize supplier market opportunities, define your criteria: 1. Conduct market research 2. Evaluate supplier profiles 3. Group suppliers into segments 4. Prioritize each segment based on strategic objectives 5. Develop a supplier engagement plan 6. Continuously monitor and reassess This process involves defining key factors like cost, quality, reliability, capacity, location, and sustainability, evaluating supplier profiles, and determining the relative importance of each segment. Regular communication and collaboration with key stakeholders, such as procurement teams, are essential for alignment with overall business strategies. This iterative process requires ongoing evaluation and adjustment.

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How do you segment and prioritize your supplier market opportunities?

1

2

3

4

5

6

7

1 Define your sourcing objectives

2 Identify your supplier market segments

3 Evaluate your supplier market segments

4 Select your priority supplier market segments

5 Develop your sourcing plan for each priority segment

6 Monitor and review your sourcing results

7 Here’s what else to consider

Supplier Sourcing

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How do you segment and prioritize your supplier market opportunities?

1

2

3

4

5

6

7

1 Define your sourcing objectives

2 Identify your supplier market segments

3 Evaluate your supplier market segments

4 Select your priority supplier market segments

5 Develop your sourcing plan for each priority segment

6 Monitor and review your sourcing results

7 Here’s what else to consider

Supplier Sourcing

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