Vendor Scorecards
Overview, Elements, and
Implementation
SCLC Marco Island April 2006
1
“Scorecards are About the
Business Processes, Not
Technology”
SCLC Marco Island April 2006
2
Basic Scorecard Ideas
 SC’s
link two unique trading partners
 They can differ across customers and
across suppliers for the same company
 Poorly implementations




are labor intensive
have low ROI’s
are not scalable or extensible
lead to conflict vs collaboration
SCLC Marco Island April 2006
3
Scorecarding Benefits?
Name a few for me.
SCLC Marco Island April 2006
4
Scorecarding Process Overview
 Strategic
Business Assessment
 Planning


Management Planning
Customer Relations Management Planning
 Business
and CRM Operations
 Initiate Improvement Cycles - a la Lean, Six
Sigma, or TQM
SCLC Marco Island April 2006
5
Strategic Business Assessment
 Identify
key customers and/or vendors
 Determine performance metrics of key
customers/accounts
 Locate processes key to downstream quality
delivery
 Establish Key Result Indicators (KRI’s)
 Locate process “owners”
 Understand internal process capabilities
SCLC Marco Island April 2006
6
Scorecard Planning Guidelines I
Management Planning
 Build
metrics pertinent to customers
 Build meaningful metrics - actionable by
management
 Create manager information demands change management process
 Delegate responsibility for scorecard to
management
SCLC Marco Island April 2006
7
Scorecard Planning Guidelines II
CRM Planning
 Create
account team demand for the
information


build program around key accounts
heavily publicize benefits internally
 Require
account teams participation in
scorecard metric development
 Get development feedback from accounts
 Align all improvement projects


link to specific scorecard metrics
set target performance levels
SCLC Marco Island April 2006
8
Scorecard Implementation Guidelines III
Business & CRM Operations
 Review
projects


scorecard and the improvement
with account teams
with process owners
 Train
account teams to convey reviews to
accounts
 Anchor retailer/vendor meetings to the
scorecard and improvement projects
SCLC Marco Island April 2006
9
Initiate Improvement Cycles
 Scale


Add additional accounts
Seek technology Improvement
 Extend
- increasing levels of collaboration
 Leverage every success – tell the story



Acknowledge every mistake (4Q’s-RWKD)
Reward problem finders and solvers
Focus on small wins
 Celebrate
with accounts and vendors
SCLC Marco Island April 2006
10
Business Models and Process Tools
 QRLC
Apparel Business Model
 Vendors


System Integrators with Scorecard App’s
Standalone Scorecard Developers
Customers and/or suppliers
Global Scorecard Project at GCI
Entry Level, Intermediate, Global
VICS CPFR – member access area
SCLC Marco Island April 2006
11
What’s Next ?
SCLC Marco Island April 2006
12
Protect Turtles, of Course
SCLC Marco Island April 2006
13
April 26,2006 11:00 Mile 17
Matagorda Island, ANWR
SCLC Marco Island April 2006
14