The project was executed in three-phases:
Phase I: Supplier sourcing strategy and risk hypotheses developed
The project team interviewed senior management at ProcessCo. to understand their perspective on the key topics that potentially impacted the customer’s sourcing decisions. Then the project team listed the components of each topic and further developed hypotheses for each.
Phase II: Prioritization criteria identified
During this phase, the project team prioritized the six sourcing topics based on their impact on purchase influence and decision making. To gather these insights, the team conducted in-depth interviews with 29 industry experts from three different profiles i.e. P&L, Production and Sourcing. The findings revealed the priorities of each business function and leader based on each profile's key responsibility area, KPIs and reporting structure
Phase III: Analysis of buyer motivation and willingness to pay
Based on the insights gathered, the team created a communication strategy for ProcessCo. based on each stakeholder’s function priority. Finally the team listed the topics in order of willingness-to-pay.