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Publications / speeches

Speech: Introduction to Ichak Adizes "Corporates Life Cycle" - held for a group of business owners in Croydon 05/04/2019 - rather huge discussion afterwards
Speech about "International Procurement" held for a group of business owners in West Wickham 31/07/2018
Speech about "International Procurement" held for a group of business owners in Croydon 13/07/2018
Speech about budgets, a new initiative, ERP, inventory, and outsourced procurement held for a group of business people in Bromley 05/12/2017
Interview on 03/10/2017 at "We Mean Business Expo" in Croydon  -  please click on the link:
https://www.youtube.com/watch?v=cpjjYhXKSW8&feature=youtu.be
Speech about ERP, inventory, and outsourced procurement held for a group of business people in Croydon 27/07/2017
Speech about "International Procurement" held for a group of manager in West Wickham 28/03/2017

Speech about "International Procurement" held for Croydon Business Hub 20/02/2017
Speech
about "International Procurement" held for Coast and Capital / South London Export Club 29/06/2016 - audience about 40-50

Same speech like in April 2016 and June 2016, but extended and supported with PowerPoint

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Published on Linkedin April 2016:

5 reasons why you should outsource procurement jobs

Small businesses often don't have the resources of larger businesses to uphold full time costly functions, but they still need the expertise. The owner of such a small business is surely very competent, but naturally he does not have the expert knowledge of every function. Therefore e.g. accounting, tax consulting, and HR will be outsourced, and when the business hits technical limits it will consult its trade organization.

But one of the very important areas still seems to be neglected when speaking about the success of small businesses, and too many small businesses do still not consider the advantages of an outsourced procurement function. This means that the owner/founder spends precious time dealing with suppliers and wastes his time on making research for prices, qualities, reliabilities, and lead times for finding the right supplier - either nationally or globally.

1.     Access to a specialist

Procurement is a specialist area which you will not find among people without the relevant education or personal experience. You will get access to these specialists and their very structured way of working, ensuring that - when you evaluate the final result - you will get all information necessary for making the best decision.

A.o. the procurement specialist must know about L/C and how to evaluate drawings and specification, and how to evaluate the reliability of a supplier (the list is not at all complete).

1.     A small enterprise is unable to pay for the expertise full time

Salary for a well-educated procurement manager is self-evident. Small and medium sized companies are normally unable to pay that salary or employ this specially educated person full time, but they are definitely in need of his skills. Therefore, the best solution is to use a freelance procurement person for special projects. The earning exceeds the expense, and it is guaranteed that earning and expense follow each other (one of the latest results known is the earning of GBP 23,500 versus the expense of GBP 450).

1.     Procurement - all the way around

Procurement is a. o. research, SCM, and purchasing. Any job must reflect these parts of procurement, and the result must be presented to the customer so that he knows that the relevant job has been all the way around.

A normal outsourced procurement job will not present any surprises to the customer - he knows that all conditions are fulfilled and that agreed prices and conditions (quality, quantity, reliability etc.) are valid.

The outsourced procurement job is not disturbed by the daily trouble shooting or by suddenly upcoming and more important jobs.

1.     Prioritizing your time

The appreciated characteristics of an innovative owner/founder: initiative, trying something new, acting instead of talking.

This means that you cannot expect an owner/founder to sit at a desk for several hours analyzing and crunching figures and compare other conditions. He is typically a trouble shooter solving problems that are obstructive to the handling of orders.

1.     The time of the owner/founder

He is the busiest person in the company. He needs to keep full survey of the daily work related to orders for the company. He will hardly have time for dealing with every detail of the daily work and is mainly forced to do so regarding the progress of orders, and is surely involved in completing the order at the agreed time (otherwise the customer will not return). Should now the owner/founder spend time on research for keeping costs low? Yeah, should - but would he have the necessary time?

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At XN’K Consulting, we have used more than 15 years for making customers happy by making the necessary research for then presenting really good results (between 25 and 40% lower costs and quality according to specification) for the customer. If you want to stay well in your competition you should try us. It’s free for you until you can get the advantage you are looking for. 


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Speech held for an organization in Southern London in April 2016 and June 2016:

Procurement refers to the overall process of acquiring a product or service. Depending on the circumstances, it may include some or all of the following: identifying a need, specifying the requirements to fulfill the need, identifying potential suppliers, soliciting bids and proposals, evaluating bids and proposals, awarding contracts or purchase orders, tracking progress and ensuring compliance, taking delivery, inspecting and inventorying the deliverable, and paying the supplier.

Procurement is the headline/common denominator for the processes research, supply chain and purchasing

Customer

XN’K Consulting

Remarks

Contacting us

 

 

Maybe meeting

Maybe meeting

 

Specifications

Specifications

Drawings, documents

 

Analyze specifications

 

 

Search own database with about 60000 suppliers from all over the world

If none is found among these, use agents in local areas, online directories, online Google search

 

Forwarding anonymous specification and demands to chosen suppliers

Order quantities, annual quantities, lead times, payment conditions, import/export doc fees

 

Receive, check & journalize offers

 

 

Analyze offers - make sure that everything is covered (incl. payment conditions)

Special conditions: Incoterms, ECE 188A, NLM 02 and NL 92, FIDIC, Cooperation contracts and L/C (Letter Of Credit), logistic costs like transport cost & document fees for export and import

Perhaps SGS must be involved

 

Bring essential information (anonymous) into a spread sheet for comparison

Including lead times – these must include shipment and customs handling

Discuss the spreadsheet with customer/client

Discuss the spreadsheet with customer/client

Evaluating the amount in question – perhaps start some negotiation

Customer/client is making decision

Name of supplier is released

 

Customer/client continues with supplier

We are closing the project

 

If customer want us to realize the buying process

 

Contract to be made – especially describing the money flow

Contract to be made – especially describing the money flow

Special conditions must be observed

 

Realize the purchases

 

 

For each key point: evidence of enforcement must be provided and recorded

 

 

Preparing of export and import documentation

 

Delivering happen – control of quantity and quality

Delivering happen

 

 

Project closes

 

 

Customer:

Preferred is manufacturing company with 5 employees and more – more than 25 indicates a certain professionalism which we like.

Beside of that - anybody can be a customer: individuals, associations, companies.

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Examples:

Chlorination station from Wallace & Tiernan

Aerators

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Published on Linkedin June 2014 based on a dialogue about, why the turn over of procurement people is having a rather huge size:

The easy way:

Walk in another’s footsteps

But:

If you do what another (e. g. your competitor) has done (isn’t that what’s called “result of benchmarking”?), then who is it you will let be the leader in this competition?

So:

1) Use benchmarking for your placement

2) Then use a person to develop the strategy/tactic to cross this benchmarking, so you are going to be the leading in those areas, the benchmarking is dealing with.

3) Can you do it with people grown up within your branch? No !!! they all have learned everything about your branch – so you need people NOT walking in other’s footsteps – they MUST come from other branches.

You agree? Let me have your arguments …

You disagree? Great - let me hear your arguments …