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 [email protected]

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.