MARCH 13, 2012
CMEDI CORPORATE SESSION
• Establishing goals
• Driving Supplier Diversity goals through the
enterprise/organization
• Identifying opportunities
• Rewarding/incenting buyers
SAMPLE GOAL SETTING
WORKSHEET
20xx GOALS
TEAM
INFO TECHNOLGIES
HARDWARE
SOFTWARE
PROF SVCS
TOTAL INFO TECHNOLOGIES
BUILDING INFRASTRUCTURE
ENERGY
CONSTRUCTION
FACILITIES
TOTAL BUILDING INFRASTRUCTURE
THIRD PARTY
THIRDLEASING
PARTY LEASING
MBE %
WBE %
Co Base $
January - August 20xx
Explanation if a decrease from
prior year
MBE $
MBE %
WBE $
WBE %
209,317
21,881,820
13,905,892
35,997,029
0.1%
13.2%
1.8%
3.2%
5,103,841
68,722,328
109,964,374
183,790,543
2.4%
41.5%
14.5%
16.1%
216,726,230
165,687,950
759,801,484
1,142,215,664
0.1%
3,781
5.7% 62,059,239
3.3% 41,408,500
4.3% 103,471,520
0.0%
10.1%
8.8%
8.8%
73,855
97,091,522
57,010,808
154,176,185
0.1%
15.8%
12.2%
13.1%
96,284,946
615,507,169
467,967,988
1,179,760,103
4,894,524 2.3%
46,840,508 28.3%
96,058,482 12.6%
147,793,514 12.9%
70,074
35,032,283
15,602,308
50,704,665
MWBE $
MWBE %
Co Base $
177,940
0.3%
496,932
0.9%
674,872
1.2%
56,834,922
MARKETING
TELEMARKETING
ADVERTISING
PRINT/DIRECT MAIL
TOTAL MARKETING
931,701
32,521,486
4,857,461
38,310,648
0.1%
5.6%
3.6%
2.7%
49,586,726
1,278,456
12,350,499
63,215,681
7.0%
0.2%
9.0%
4.4%
50,518,427
33,799,942
17,207,960
101,526,329
7.2%
5.8%
12.6%
7.1%
704,355,022
585,856,676
136,706,849
1,426,918,547
ADMINISTRATIVE SUPPLIES
1,865,781
3.2%
552,684
0.9%
2,418,465
4.1%
58,794,927
•
•
•
•
•
•
Process started in August each year – Completed by October
Back-up information to supplier level provided with worksheet
SD Leadership Team responsible for working with internal stakeholders to set
SD Team held option to push back
Minimum 10% increase strongly encouraged
Final review and approval by CPO
DRIVING GOALS
Training – 1
day for all;
going forward
included in
SMP refresh
training
- Pipeline established
- Sustainability Plan established 3
years out
Part of
Procurement/
Stakeholder
Agreement
Exec commitment,
Policy,
3 Year Strategy
PPG
VP Award
Pipeline
-All buyers – full day SD training
- High percentage of GP Scorecard
Sustainability
Plan
by Team
Results Reported
Monthly
- SD part of annual
Procurement/Stakeholder
negotiations
- Results reported 5th day of each
month
DRIVING FROM THE
TOP DOWN
Executive Committee Supplier
Diversity Commitment
Corporate Policy XX–
Supplier Diversity
44
TRAINING – DESIGNING SUPPLIER
DIVERSITY INTO PROCUREMENT PROCESS
STAGE I
DEFINE
Activities
•
•
•
•
•
•
Results
•
•
Determine business
needs
Condition
stakeholders
Research market
potential-diverse
suppliers
Discuss diverse
supplier opportunity
with SMP team
Clear requirements
Marketplace
Drivers
SMP team and
stakeholders
conditioned to
include diversity
SD team engaged
to identify qualified
diverse suppliers
STAGE II
GATHER/ANALY
ZE
• Identify
constraints and
restrictions
• Identify all
potential
suppliers -AQSCI
• Examine
selection criteria
to avoid bias
•• Follow
with
MWBE up
options
diverse
suppliers
identified
to encourage
• AQSCI
participation
evaluation
criteria
examined
• SMP team
aligned with
diversity
strategy
STAGE III
STRATEGY
CREATION
• Clearly defined
inclusive
sourcing V
STAGE
options
SUPPLIER
MANAGEMENT
• Apply LRIG
sourcing
evaluation
• Evaluate 1st tier/
2nd tier sourcing
opportunities
• Evaluate creative
approaches
i.e. supplier
partnerships,
carve-outs, JV’s,
SA’s
STAGE IV
STRATEGY
IMPLEMENT
• Clearly defined
metrics and
evaluation
criteria
• Require non
diverse suppliers
to be inclusive
• Negotiate
aggressively
with diverse
• Aligned
suppliers
metrics/
Project Plan
• Identified
savings targets
• Tier 1 or Tier 2
Specification
plans in place
Management
STAGE V
SUPPLIER
MANAGEMENT
Strategy
• Structured
Implementation
reviews
and Improve
• Leverage internal
and external
resources
• Business partner
participation and
feedback on
performance
•• Supplier
Scheduled
feedback
SMP teamon
process
• and Supplier
reviews
• Joint score
cards
• Improvement
plans
• Contract
monitoring
PIPELINE EXAMPLE
PIPELINE DEVELOPMENT
PROJECTED SPEND
TEAM
SUPPLIER
DBA ABC COMPANY
DMA D COMPANY
FBA F COMPANY
FBB UGUESS COMPANY
FGA IDONTKNOW COMPANY
FGA WISH I KNEW COMPANY
FGA GOTTA HAVE THIS COMPANY
FGA RUNNING OUT OF NAMES
FGA GLAD TOWARD THE END
FGA AT LAST COMPANY
FGA ONE MORE COMPANY
PRIOR YEAR
E/C ACTUAL
HF 98,637,422
WF 13,630,602
WF 12,673,659
MG 8,830,714
MG 7,796,508
WF 5,931,519
MG 5,281,185
WF 5,073,848
WF 4,996,934
WF 3,856,824
WF 3,257,596
3MXX
6MXX
9MXX
12MXX
Actual
- All diverse suppliers from prior year loaded into file
- Each team projects current year spend
- Actuals entered on quarterly basis
- Gap calculated
- Remediation plans created and executed
Gap
Remediation
INCENTIVES
11% of bonus
Spot Awards
Conferences/
Meal Tickets
Letters to
Management
VP Award
$5k
ENSURING
SUSTAINED RESULTS
TEAM
IBA
IBA
IBA
IBA
IBA
IBC
IBC
IBC
IBE
IBX
IED
IFA
SUPPLIER
CALIENTE CONSTRUCTION INC
H C OLSEN CONSTRUCTION CO INC
BELL MILL CONSTRUCTION CO INC
J R BOWMAN CONSTRUCTION CO INC
AZTEC CONSULTANTS INC
FORKERT ENGINEERING & SURVEYING INC
MANUEL BROS INC
LAND SERVICES INC
FONTENN CONSTRUCTION CO
SCHWEIGER CONSTRUCTION CO INC
ARBEE ASSOCIATES
CONSOLIDATED SERVICES INC
E/C
WF
HF
WF
WF
HM
WF
MG
WF
HG
WF
WF
WF
DESCRIPTION
GENERAL CONTRACTORS
GENERAL CONTRACTORS
GENERAL CONTRACTORS
GENERAL CONTRACTORS
GENERAL CONTRACTORS
ARCHITECT/ENGINEER SERVICES
ARCHITECT/ENGINEER SERVICES
ARCHITECT/ENGINEER SERVICES
OUTSIDE PLANT CONSTRUCTION
DESIGN/CONSTR,TRANSFER SPLR
AUTHORIZED FURNITURE DISTRIBUTORS
JANITORIAL
XMXX
9,155,029
5,514,535
5,273,205
3,913,111
3,384,060
8,732,084
4,165,481
3,798,983
3,096,156
3,994,586
8,646,101
32,000,000
High Level Sustainability Plan
• Each procurement category responsible to establish sustainability/growth
plan for diverse suppliers representing 90% of spend. (Most categories
had no more than 8 suppliers to develop plans for.)
• Mentoring
• Training
• Introduction to primes for SA/JV
• Monitored by SD Team and SD Leadership Team
• Reviewed by CPO and President