Podcast evaluation
Combining the strengths of UMIST and The Victoria University of Manchester
Buying and selling strategies and tactics
Lecture 5 3 March 2023 ENGM 63012
Dr. Obuks Ejohwomu Obuks.Ejohwomu@manchester.ac.uk
Combining the strengths of UMIST and The Victoria University of Manchester
Intended learning outcomes Recap from Lecture 4:
• Evolution of the SV framework.
• Making sense of SV framework.
• Challenges of applying SV framework.
At the end of this session, you’ll be able to:
• Apply the concept of project success to CM practice.
• To analysis bids in relation to measures of project success.
• Examine the underlying economic and organizational reasons why suppliers fail to adopt, and adapt to, greener and safer production practices.
• The Huawei Case Study.
Combining the strengths of UMIST and The Victoria University of Manchester
Core Concept
Combining the strengths of UMIST and The Victoria University of Manchester
Project Success
Combining the strengths of UMIST and The Victoria University of Manchester
Project Success
Objective measures
Subjective measures
The Fourth Constraint J Pinto
Combining the strengths of UMIST and The Victoria University of Manchester
Some data from last week’s lecture
Combining the strengths of UMIST and The Victoria University of Manchester
Combining the strengths of UMIST and The Victoria University of Manchester
What things would ensure SV is universally created successfully?
Combining the strengths of UMIST and The Victoria University of Manchester
Feedback: Draft contract from lecture 3
Combining the strengths of UMIST and The Victoria University of Manchester
Combining the strengths of UMIST and The Victoria University of Manchester
Combining the strengths of UMIST and The Victoria University of Manchester
How buyers and sellers position themselves in the
supply chain?
Combining the strengths of UMIST and The Victoria University of Manchester
Combining the strengths of UMIST and The Victoria University of Manchester
Combining the strengths of UMIST and The Victoria University of Manchester
Combining the strengths of UMIST and The Victoria University of Manchester
Combining the strengths of UMIST and The Victoria University of Manchester
Combining the strengths of UMIST and The Victoria University of Manchester
Combining the strengths of UMIST and The Victoria University of Manchester
Break Time
Combining the strengths of UMIST and The Victoria University of Manchester
Combining the strengths of UMIST and The Victoria University of Manchester
Combining the strengths of UMIST and The Victoria University of Manchester
Combining the strengths of UMIST and The Victoria University of Manchester
Combining the strengths of UMIST and The Victoria University of Manchester
Combining the strengths of UMIST and The Victoria University of Manchester
Combining the strengths of UMIST and The Victoria University of Manchester
Combining the strengths of UMIST and The Victoria University of Manchester
Combining the strengths of UMIST and The Victoria University of Manchester
Combining the strengths of UMIST and The Victoria University of Manchester
Combining the strengths of UMIST and The Victoria University of Manchester
Combining the strengths of UMIST and The Victoria University of Manchester
Combining the strengths of UMIST and The Victoria University of Manchester
5 Steps to develop value proposition (D. Marruffo) • Step 1: Identify your customer need
• What they need and outline each target audience by role (ie., mums, CEO, sales manager, etc)
• Step 2: Turn product feature into customer benefits
• The so what factor; what is in it for me; benefits can be turned into emotional appeal
• Step 3: Develop individual customer value proposition
• CEOs needs is different from the sales directors need
• Step 4: Communicate/deliver your proposition
• Engage, listen, and analyse what customers are saying; under the motivations/demands of your customer
• Step 5: Measure the effect of your value proposition
• Customer loyalty; repeat business; increased sales; PR/Marketing effectiveness; web analytics
Combining the strengths of UMIST and The Victoria University of Manchester
CASE STUDY MANCHESTER UNIVERSITY
NIGERIA: A VALUE PREPOSITION PROPOSAL
See Workbook pg 55-56
Combining the strengths of UMIST and The Victoria University of Manchester
HUAWEI: STRUGGLING TO DEVELOP A MORE SUSTAINABLE
SUPPLY NETWORK
Combining the strengths of UMIST and The Victoria University of Manchester
Synopsis: Between 2009 and 2019, the department of corporate social responsibility and global supplier management (CSR–GSM) at Huawei Technologies Company Limited (Huawei) had been trying to engage hundreds of Chinese suppliers on sustainability. The department’s effort included orchestrating multiple, diverse, sustainability initiatives, from auditing to contributing to the rollout of the Better Future Supplier Forum (BFSF), an initiative launched in 2012 by the British Telecom Group (BT). However, the auditing, even when delivered through the Joint Audit Cooperation (JAC) established in 2013, seemed unlikely to cause path-breaking development in Huawei’s large and fragmented supply network. Initial experiences with the BFSF were proving equally unsuccessful in introducing suppliers to more sustainable products and operations and stimulating engagement among them. Thus, BT discontinued BFSF in 2018.
Q. Why were these initiatives failing to produce improvement? What else could be done to effectively and efficiently engage hundreds of Chinese suppliers on sustainability?
Huawei: struggling to develop a more sustainable supply network
Combining the strengths of UMIST and The Victoria University of Manchester
LIVE SUBMISSION TODAY FRIDAY MARCH 3
Trust you have submitted
Combining the strengths of UMIST and The Victoria University of Manchester
Guest Lecturer: Rupert Seldon
Project Director BUROFOUR
Combining the strengths of UMIST and The Victoria University of Manchester
Intended learning outcomes Recap from Lecture 4:
• Evolution of the SV framework.
• Making sense of SV framework.
• Challenges of applying SV framework.
At the end of this session, you’ll be able to:
• Apply the concept of project success to CM practice.
• To analysis bids in relation to measures of project success.
• Examine the underlying economic and organizational reasons why suppliers fail to adopt, and adapt to, greener and safer production practices.
• The Huawei Case Study.