Ключевые тезисы
- Set the weightings before you see the offers.
- Score consistency separately from headline quality.
- Document the rationale; it is the basis of the next review.
The five dimensions
Technical conformity to specification; consistency between lots; documentation quality and completeness; supply reliability including lead time and flexibility; and total landed cost. Weightings differ by ingredient criticality and should be explicit.
Avoiding the usual distortions
Weightings chosen after offers arrive, price dominating because it is the only quantified dimension, and incumbency advantage from familiarity rather than performance. Pre-set weightings and recorded scoring address all three.
| Dimension | Evidence source | Typical weighting consideration |
|---|---|---|
| Technical conformity | Specification, COA history, own results | Higher for critical ingredients |
| Consistency | Lot-to-lot spread of key parameters | Higher where formulation is sensitive |
| Documentation | Certificate and import file quality | Higher for regulated products |
| Reliability | On-time history, lead time, flexibility | Higher for long supply chains |
| Total landed cost | Normalised landed-cost model | Always quantified, never sole criterion |
Что проверить
- Weightings agreed and recorded before offer review
- Each dimension scored against named evidence
- Decision rationale documented and retrievable
Риски
- Price dominating because other dimensions are unscored
- Incumbent advantage unrelated to measured performance
- Scoring adjusted retrospectively to fit a preferred outcome
Типичные ошибки
- Comparing offers on different Incoterms or quality bases
- Using conformity rate without variability
- Leaving the decision rationale undocumented
Частые вопросы
Should incumbents be scored differently?
They should be scored on the same dimensions, though they benefit legitimately from having real performance data where a new supplier has only claims.
How does this work for spot purchases?
Use a shortened version restricted to qualified suppliers. Spot buying from unqualified suppliers is where most quality incidents originate.
Связанные материалы
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