案例库 · 工程与运营 · 运营决策 · 2002–2005
这条还没译成中文，下面是英文原文。
Motorola turned supplier negotiations into optimization and saved over $600 million
Facing a telecom downturn, Motorola ran sourcing on Emptoris's bidding-plus-optimization platform: over $16B sourced, $600M+ saved; won the 2004 Edelman Award.
Motorola · Emptoris
那一手
As the telecom market collapsed in the early 2000s, Motorola had to cut costs across its operations. Preparing and running supplier negotiations was slow, coordination was manual, and contract awards were optimized sector by sector instead of as a whole.
Motorola's global procurement group chose Emptoris's Internet negotiations platform, which combines online bidding, supplier negotiations and scenario-based optimization. Buyers collect offers online and then optimize contract awards across sectors, finding the best procurement strategy while keeping supplier relationships intact.
The new process sourced over $16 billion and saved more than $600 million, including $200 million credited to the platform's advanced optimization capabilities. Motorola changed its supplier negotiation paradigm to a truly global process, and the work won the 2004 Franz Edelman Award.
为什么管用
- Online bidding creates a transparent market where suppliers compete on real offers.
- Scenario optimization allocates awards across the whole supply base, not category by category.
- Speeding preparation and negotiation lets procurement teams cover far more spend.
可以搬走什么
Procurement is an allocation problem: put offers online to create competition, then optimize awards across the entire supply base — the second step is where the biggest slice of savings hides.
后来呢
Motorola's sourcing organization kept the platform as standard practice, sourcing over $16 billion and saving more than $600 million, and the Interfaces paper documents the method as a model for procurement. The 2004 Edelman Award recognized it as the first application of optimization to the supplier negotiation process.
资料来源
- Reinventing the Supplier Negotiation Process at Motorola (Interfaces abstract)
- Emptoris Congratulates GM — 2005 Edelman Prize Winner
- Reinventing the Supplier Negotiation Process at Motorola (IDEAS/RePEc abstract)
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