8. Challenges of Measuring
Too many metrics! Define a clear strategy
Endless debate over Cultural wars; lay down the
definition law
Constantly changing metrics Implement measurement
strategy now
Data too old by the time it’s Fix data issues
collected
Gaming the system Motivate consistently
Silo behavior Cross-functional metrics
10. Step 1: Why? Identify Goals
Different Metrics for Different Goals
Guide for
Managing
ongoing
the business
(Diagnose &
decisions
(Scenario
correct)
planning)
Financial
reporting
(Compliance &
transparency)
“Why” Drives “What”:
Goals Drive The Metrics That Matter
11. Step 2: What?
A Network of Hierarchies
Define Metrics that Matter for different parts of business
and interdependencies among them
Forecast
Accuracy
Demand Supply Perfect SCM
Order Cost
• Market • Capacity
Cash-to-Cash
• Features • Flexibility Inventory
AP AR
• Pricing • Quality Total
Supplie Supplie RM Purchas Dir Mtl
r r On- Inv e Costs Costs
Quality Time
Product Cost Detail
Production
Schedule
Variance
Plant
Utilization
WIP + FG
Inventory
Order
Cycle
Time
Perfect
Order
Detail
• Innovation
• Options
• Roadmap
12. Step 2: What?
A Network of Hierarchies
XYZ
XY XY
Z Z
XY XYZ XY XY
Z
Balance Sheet Z Z
Income Statement
XY Finance
XY XYZ XYZ XY
Z Z Z
XYZ XY XY XY XY XYZ
Z Z Z Z
XY XY XY XY XY XY
Z Z Z Z Z Z
Forecast
Accuracy
DEF
Perfect SCM
Order Cost
DEF DEF
Demand Supply Cash-to-Cash
DEF DEF DEF Inventory
AP Total AR
Marketing
Supplie Supplie RM Purchas Dir Mtl
DEF DEF DEF
r r On- Inv e Costs Costs
Quality Time
Sales
DEF DEF
Service
DEF DEF
Product Cost Detail
Production
Schedule Plant WIP + FG
Order
Cycle
Perfect
Order
Variance Utilization Inventory Time Detail
DEF DEF DEF DEF
ABC
ABC ABC
ABC ABC
ABC ABC ABC ABC
Applistructure Manufacturing Logistics
ABC ABC ABC ABC ABC
13. The Hierarchy of Supply Chain Metrics
Demand
Forecast
Assess
Perfect SCM
Order Cost
Cash-to-Cash Diagnose
Inventory
AP Total AR
Supplier Supplier RM Purchase Dir Mtl
Quality On-Time Inv Costs Costs
Production Order Perfect
Cost
Schedule
Plant WIP + FG
Cycle Order Correct
Detail Utilization Inventory
Variance Time Detail
14. The Hierarchy of Supply Chain
Metrics Example
Demand
Demand
(Strong) Forecast
Forecast
Assess
Perfect SCM
SCM
Order Cost
Cost
Cash-to-Cash
Inventory
Diagnose
Inventory Total
(Weak) AP Total AR
Supplier
Supplier Supplier
Supplier On- RM Inv Purchase Costs Mtl Mtl
RM Purchase Dir Dir Costs High
Quality
Quality On-Time
Time Inv Costs Costs Inaccurate
Shipments
Production
Production Order Perfect
Cost
Detail
Schedule
Schedule
Plant Utilization WIP + FG
Inventory
Cycle Order Detail Correct
Variance
Variance Time
15. Balance in the Details
SCM Costs
Company A
Company B
Company C
Company D
17. What Does Good Look Like?
Level 1 Level 2 Level 3 Level 4
Reacting Anticipating Collaborating Orchestrating
Business
Process Consciously
Excellent
Organization
Consciously
Competent
Measurement
Consciously
Continuous incompetent
Improvement
Unconsciously
Technology incompetent
Culture
Inside out Outside in
18. Example Company A:
Reacting
Key:
Above par
“Unconsciously Incompetent”
On par
Below par
Demand
Forecast
Assess
Perfect SCM
Order Cost
Cash-to-Cash
Diagnose Inventory Total
AP AR
Supplier Supplier Purch Costs Dir Mtl
Correct Quality On-Time Costs
Production New Order Perfect
Cost Plant Product
Sched Cycle Order
Detail Utilization Time to
Variance Time Detail
Market
19. What Does Good Look Like?
Level 1 Level 2 Level 3 Level 4
Reacting Anticipating Collaborating Orchestrating
Business Non Standard,
Process hottest item Consciously
Excellent
Localized
Organization
Consciously
W/in Function Competent
Measurement
Consciously
Continuous Believes are incompetent
Improvement getting better
Technology Little,
disparate
Internally cost
Culture
Inside
focused out Outside in
20. Example Company B:
Anticipating
Key:
Above par
“Consciously Incompetent”
On par
Below par
Demand
Forecast
Assess Perfect SCM
SCM
Order Cost
Cost
Cash-to-Cash
Inventory
Inventory Total
Diagnose AP Total AR
Supplier
Supplier Supplier
Supplier On- RM Inv Purchase Costs Mtl Mtl
RM Purchase Dir Dir Costs
Quality
Quality On-Time
Time Inv Costs Costs
Correct Cost
Production
Production Plant Utilization WIP + FG
Order Perfect
Schedule
Schedule Cycle Order Detail
Detail Inventory
Variance
Variance Time
21. What Does Good Look Like?
Level 1 Level 2 Level 3 Level 4
Reacting Anticipating Collaborating Orchestrating
Business Standardized
Process starting lean Consciously
Consolidated
Excellent
Organization Shared services
Consciously
Standardized Competent
Measurement but inside out
Internally
Continuous focused
Improvement ERP plus stand
Unconsciously alone apps
Technology incompetent
Improve but as
a centralized
effort
Culture Inside out Outside in
22. Example Company C:
Collaborating
Key:
Above par
“Consciously Competent”
On par
Below par
Demand
Forecast
Assess
Perfect SCM
Order Cost
Cash-to-Cash
Diagnose Inventory Total
AP AR
Supplier Supplier RM Purch Costs Dir Mtl Costs
Quality On-Time
Correct Inv
Production WIP & FG Order Perfect
Cost Plant Inventory
Sched Cycle Order
Detail Utilization
Variance Time Detail
23. What Does Good Look Like?
Level 1 Level 2 Level 3 Level 4
Reacting Anticipating Collaborating Orchestrating
Business Global integrated
Process w/suppliers Consciously
Center led Excellent
Organization
Outside in metrics
and w/suppliers
Measurement
Consciously
Taking costs out
Continuous incompetent
Bus – IT
Improvement partnership/Suite
Unconsciously functionality
Technology incompetent
Leverage best of
Culture best – includes
Inside out Outside in
suppliers
24. Example Company D:
Orchestrating
Key: “Consciously Excellent”
Above par
On par
Below par
Demand
Forecast
Assess
Perfect SCM
Order Cost
Cash-to-Cash
Diagnose Inventory Total
AP AR
Supplier Supplier Purch Dir Mtl Costs
Correct Quality On-Time Costs
Production WIP + FG Order Perfect
Cost Plant
Sched Inventory Cycle Order
Detail Utilization
Variance Time Detail
25. What Does Good Look Like?
Level 1 Level 2 Level 3 Level 4
Reacting Anticipating Collaborating Orchestrating
Business Procurement
portfolio
Process
Organization CPO w/CFO &
Consciously COO
Competent
Measurement
Outside in aligned
Consciously with biz
Continuous incompetent Profit, joint value
Improvement
Unconsciously Advance use,
Technology incompetent cutting edge to
drive business
Culture Competitive
Inside out Outside in Advantage/Market
26. Network Interdependencies
Example
XYZ
XYZ Profit/Lo
XYZ
XYZ XYZ
ss
XYZ XYZ
Accts Rec
Balance Sheet
Trade
Income Statement
XYZ XYZ XYZ
XYZ XYZ
XYZ XYZ XYZ
Promotion
XYZ XYZ
XYZ
Adjustments
Inventory Goodwill
XYZ XYZ XYZ XYZ XYZ XYZ
DEF
DEF DEF Forecast
Forecast
Accuracy
Customer Incentive Accuracy
Perfect SCM
Effectiveness
DEF DEF DEF
Demand Supply
Order Cost
Cash-to-Cash
Inventory
DEF
Marketing
DEF DEF
Perfect
AP
Total
AR
Sales Order
Supplier Supplier RM Purch Dir Mtl
DEF DEF DEF DEF Product Quality On-Time Inv Costs Costs
DEF DEF
Service
DEF DEF
ABC Cost Prdctn
Sched
Plant Util WIP Order
WIP + FG + FG
Cycle
Perfect
Detail Inventory Order
ABC ABC
Variance Inventory
Time Detail
Time to Time to
Market Breakeven
% Customer First Pass Yield
ABC ABC
Needs Met
ABC ABC ABC ABC ABC
27. Performance Measurement Maturity
HIGH
Analysis Paralysis Excellence Addict
Measurement Aptitude
LOW
Ingrained Inertia The Right Stuff
LOW Results Actionability HIGH
Organizational culture is key!
29. Making performance management
sustainable over time
What makes it “sticky”?
Leadership
Continuous
Measurement
Improvement
Aptitude
Culture
Power
“East-West”
Through
Process
Process
Performance
(e.g. S&OP)
“North-
South”
Goal
Alignment
30. The Benefits of Measurement
• Determine realistic and desirable
performance targets
• Use data to analyze:
• Tradeoffs and interdependencies
• Root cause
• Measurement excellence =
capability to improve and
stay ahead
37. Important Requisition
Benchmarks
Ways to Improve
•Allow for mobile approvals
•Provide pertinent information in
requisition emails
•Give real time budget information to
approvers
38. Important Requisition
Benchmarks
Ways to Improve
•Policies available at time of
requisition
•Flexible catalogs and e-forms to drive
employee request process
39. Important Purchase Order Benchmarks
Ways to Improve
•Identify contributing factors for high
touch orders
•Streamline processes with advanced
approval workflows, contract checks,
etc.
40. Important Purchase Order Benchmarks
Ways to Improve
•Utilize automation to continually drive
this metric down
41. Important Invoice Benchmarks
Ways to Improve
•Enable invoice submission vis cXML or
EDI
•Utilize a supplier network to flip PO’s
into invoices
•Drive adoption with an incentive
program
43. Important FTE Related Benchmarks
Ways to Improve
•Understand why employees are not
using negotiated pricing
•Sole-source or find two or three
vendors that can fit your needs
•Negotiate with vendors to gain
favorable pricing
•Put controls in place to route
employees to use the new negotiated
pricing
44.
45. YOUR Mid-Year Check Up
CSM /
Efficiency Measures YOU Market Trans
Req Approval Cycle (Time)
Average cycle time from requisition submission to 5.79 - 9.35
approval
= days
Orders / Invoices Processed per FTE (#) PO: 29,467
Number of Approved POs / Invoices Invoice:
= 35,147
Number of FTEs processing POs / Invoices
Total Procurement Costs .34 -.38% of
SG & A as a % of revenue and spend revenue
= .80-.85% of
spend
Days Payable Outstanding
DPO
Accounts Payable
= increasing
Total Revenue/# of days )(90 or 365) on average
Touchless Procurement
# of manual intervention points in P2P Process Average is 5
=
Best is 2
46. YOUR Mid-Year Check Up
CSM /
Effectiveness Measures YOU Market Trans
Savings / spend Maturity is
Total Savings
= issue: 2 –
Total Spend
8%
Quality: Rejection %
Total Requisitions Rejected =
Total Requisitions Approved
Cost of Processing per Order / Invoice (USD)
PO: $217 PO: $8.70
Loaded cost of FTEs processing POs / Invoices = average Invoice:
Number of Approved POs / Invoices Invoice: $2.18
Spend Under Management
Spend Actively Managed = 48% - 87%
Total Spend
Customer Satisfaction Ratings
Satisfied Customers = 30% - >90%
Total customers
Rob Bernshteyn, Coupa CEO, will set the stage and introduce the session:At Coupa, we have one mission, one core value that drives us, and that is to help companies achieve SUCCESS through their spend management initiatives. That’s why we are here today, we are midway into 2010 and now is the time to really think about how you are going to demonstrate the results at the end of the year.
Rob Bernshteyn, Coupa CEO, will set the stage and introduce the session:Will YOUR 2010 be a monumental savings success, will you deliver against goals and objectives to drive bottom line savings? Or will your 2010 be a forgotten failure, a year where spend remained out of control and things were business as usual?
Rob Bernshteyn, Coupa CEO, will set the stage and introduce the session:We want to make sure that 2010 is the year that procurement – and all of your efforts to spend smarter and save – are remembered!
Rob Bernshteyn, Coupa CEO, will set the stage and introduce the session:During this session, you will: Discover the 10 metrics that will allow you to demonstrate real results and showcase how procurement is delivering savings.Learn how to establish a baseline performance benchmark and develop a measurement strategy to match your procurement maturity.See how you stack up against the market – compare yourself to real industry benchmark data! Get advice from industry and solution experts on how to measure your performance and demonstrate your savings in a way even the skeptics won't question
Rob Bernshteyn, Coupa CEO, will set the stage and introduce the session:I’d like to introduce the two experts who will be participating in today’s session. First we are lucky to have Mickey North Rizza, a top analyst at AMR Research and a supply chain expert….NEED MICKEY’S BIO
Rob Bernshteyn, Coupa CEO, will set the stage and introduce the session:Also with us today is Ravi Thakur, Coupa’s Vice President of Services and an implementation expert. Ravi has spent more than a decade deploying e-procurement and other enterprise applications, often having to deal with challenging, complex integrations with other back office systems such as financial and ERP systems.
Jason/Rob slide to speak too.
Mickey and Ravi to pick up presentation here….
From a sc perspective, the 3 supplier-related metrics that are needed are: supplier on-time, supplier quality, and purchasing operating costs as a % of revenue (all fixed and variable costs associated with the purchasing function). Other supplier-related metrics needed are DPO (days payables outstanding, aka accounts payable), and direct material costs.
Bullet 1 example: Saving 10% over the course of 3 months sounds good, but what if other organizations saved 30% over that time period, that’s not as good anymore!
Requisition Approval cycle time (19 hours)Amount of time taken to approve a requisition from the time it is submitted for approval.Important to track the velocity of business…if this time is measured in days and not hours people will not use the system, takes to long to get their job done.Ways to improve: allow for mobile approvals, provide pertinent information requisition emails, give real time budget information to approvers
Req approval cycle time:Percentage of Requisitions rejected (4.1%)High percentage could indicate either poorly documented/visible policies for your employees or a lot of off contract spend that is reigned in via the approval process.Ways to improve: have policies made available at time of requisitioning as part of the request submission process instead of on email or company intranets, allow the business to change catlogs and eforms to better drive employee request process.
Mickey to pick up this section
Mickey and Ravi to tag team this section to provide answers to participant questions…