Business and Financial Training from The Matchett Group
Case Studies
Over a many years we have worked with a number of organisations on the development of the skills and effectiveness of their supplier management and service delivery teams. Whilst at a top level their requirements are the same - to derive most value from supplier relationships through effective performance and relationship management - at a detailed level there are a number of differences that influence the design of a programme: the different job descriptions; the services being outsourced; the market place challenges; the outsourcing motives; the experience of the people.
In the main, our clients are large multinationals, but not exclusively so. Dealing with both the private and public sector, our clients come from a range of markets, their suppliers deliver a range of services and products, often involving outsource contracts with off shore delivery. Here are a few examples of our client work:
Company /SectorLeading Investment Bank |
Our Contact/SponsorGlobal Outsourcing Manager |
Trainee Roles
Commercial Services and Functional Managers with varying levels of experience in managing suppliers.Details
The Financial Services industry contracts out and outsources many major business activities. This investment bank views the management of their service providers as a critical aspect of their business. In support of this, they required a skills development solution for an ‘advanced’ supplier and service delivery management course to be delivered on an ongoing basis.There are three fundamental drivers for developing this skill area:
- Increasing significance of supplier costs as influencing factor on the bank’s profitability
- Growing appreciation of the savings, improvements and risk reductions that can be made via more strategic and collaborative vendor management
- Certainty of a continuation of the outsourcing / off-shoring strategy
We designed and continue to deliver this successful course for them that:
- Increases the awareness of the importance of managing supplier spend
- Enhances ability to work collaboratively with suppliers to forge greater value
- Improves risk awareness of supplier managers
- Increases understanding of the balance of trade issues with some suppliers and opportunities to promote other suppliers as clients
- Applies the Bank’s own templates and processes to live supplier case studies
- Raises awareness of support mechanisms for supplier management within the bank
- Promotes knowledge and experience sharing across functions
- Improves the commerciality of contract management and negotiations
This programme has added real value to the participants back in the workplace and the course continues to receive excellent feedback.
Company /SectorInternational publishing company, educational / exam board sector |
Our Contact/SponsorI.S. Project Delivery Manager |
Trainee Roles
Mainly project managers responsible for managing suppliers involved in software/ system development, with some managers responsible for suppliers providing long term support services.Details
As more IT development continues to be outsourced, with the consequent increasing reliance on external suppliers, the need for effective supplier management has become a business priority. The overriding objectives for the training were discussed and agreed with the client as follows.‘Develop the skills and knowledge of the Project Delivery Team, to enable them to gain the most value from Suppliers by having a clear process for engagement, and once engaged to effectively manage the Supplier performance and relationship.’
The key words here are……GAIN MOST VALUE……….CLEAR PROCESS FOR ENGAGEMENT……………………MANAGE THE SUPPLIER PERFORMANCE AND THE RELATIONSHIP.
Whilst Procurement would take the lead role in the engaging process, it was important that the Service Delivery team, as subject matter experts, understand how to select suppliers, so can work effectively with the purchasing specialists.
The training was very successful. The first phase is complete, and we are now arranging the follow up/ review activities.
Company /SectorFinancial Services Company, providing a range of insurance and related products and services to specific demographic sectors. Whilst a totally commercial operation, the company is owned by a national charity |
Our Contact/SponsorDirector of Financial Services |
Trainee Roles
All participants in the training were Partner managers, each person responsible for one or a number of supplier/ and or outsource relationships, ranging from 3rd party financial services companies to a Contact Centre.Details
The business drivers for skilling up the partner manager team were as follows:- Develop the skills and knowledge in the Partner Manager team, and to establish a common framework
- Develop an approach to supplier management that is robust and fulfils the requirement of demonstrating a professional process to the FSA
- Support the goal of gaining most value from all supplier relationships.
All Financial products marketed by our client are own label brands of products offered by established players, so our client is selling 3rd party products, using its reputation in the demographic sector to leverage sales. Also, the Contact Centre is also operated by an external company, so fulfillment of service is also outsourced.
This is a good example of a company using 3rd parties for all of its products and processes except the brand itself.
The other piece of interesting context here is that the company is new (established 2007) and there is a cultural challenge of mixing a classic “charity culture” with that of newcomers recruited for the new business that have a clear commercial perspective.
The team and the sponsoring Director have been delighted with the training, its practical outputs and the extent that they have been able to immediately implement learning back in their jobs. Since the initial training we have provided more practical advice by providing a toolkit of templates and structures for key stages in the supplier selection and engagement process.