工业供应链合作伙伴的 7 个关键素质

COVID-19 has rocked our public health, economy and company financials. With so much at stake, we’re all only as good as the partner standing next to us at this moment. Finding the 正确的 industrial supply chain partnerships are key to surviving the pandemic and beyond.

目前的供应链状况

制造和分销行业以前曾面临不确定性，但不是像现在这样。

As the Vice President Supply Chain & Strategic Sourcing at Optimas Solutions, I’ve had a front-row seat to some of these struggles–from minor sourcing disruptions to businesses closing their doors for good.

Even the businesses that are ‘figuring it out’ are working through challenges from the top floor to the plant floor:

• 供应商的时间表不符合他们的需求
• 工厂和配送中心暂时关闭
• 提供 个人防护装备 & safety checkpoints
• 旅行和流动性有限
• 员工优惠和休假
• 居家办公

这些挑战耗费了数百万美元，在某些情况下还导致他们因无法满足需求而失去终生合作伙伴关系。

The more complicated the current landscape, the harder and more costly it is for our customers to manage all of their suppliers. I’d estimate our customers would need 10x the staff and systems they currently have just to keep up and manage all of their suppliers themselves.

随着大流行的蔓延，我们 Optimas 不得不不断地问自己尖锐的问题，并评估我们自己的合作伙伴关系，因为它们是我们向客户提供产品的基础：

• 我们可以卷起袖子继续战斗吗？
• 我们可以多灵活和敏捷地满足需求？
• 我们可以为客户提供哪些创造性和高效的解决方案？

我们希望我们的供应商能够回答这些问题，而我们也希望为我们的客户提供同样的东西。

Partner of “解决方案” vs. Partner of “现状“

More than ever before, it’s important to be a solutions provider. Whether that’s supporting operational changes – demand fluctuations – or simply just to spend some extra time on the phone or video chat to troubleshoot problems.

当需求上升时，迅速而自信的反应将是让客户满意或让他们失望的关键。

When the chaos of this moment settles, people will remember who provided solutions and made good on their promises–and those that couldn’t.

小细节现在也很重要。我们的客户依靠我们来管理数十万 C级 零部件和每个零件都很重要。反过来，我们依靠供应商提供相同水平的服务和信心来帮助我们满足客户需求。

One small screw or part on a delay can shut down a customer’s entire operation. We want to work with suppliers who have our best interest in mind, and our customers’, as well.

From the big picture to the small details, it’s critical to have a partner that has the muscle to flex with business conditions today–and tomorrow.

工业供应商合作伙伴必须具备的 7 大品质

Whether it’s seeking a more flexible partnership or simply re-evaluating current relationships, there are important supplier qualities to ensure the best support. Here’s what we’ve found:

1. Asking what you need – Communication is a critical element of every relationship. Good partners will either anticipate or ask you directly about how they can help alleviate uncertainty. They’re also transparent with you when they’re having issues.

2. 关注增长 – Quality partners proactively find ways to upgrade their customer experience through training and growth plans that support future business initiatives. A quarterly business review is a great model to discuss today’s mechanics and future needs.

3. Excellent Forecasting – A partner with a tech-enabled approach, using demand forecasting tools and other technologies to help manage through the ebbs and flows of producing in times of changing demand. A technology-based approach is a critical asset to elevating efficiencies and reducing risk and cost.

4.发票灵活性 – A partner who asks and understands your organization’s financial drivers and is willing to apply some creativity during difficult times.

5. Support for Operational Changes – 一个敏捷的合作伙伴，可以对计划和生产修改充满信心和解决方案做出反应。

6. Alter Inventory Quantities – 真正的合作伙伴总是愿意就改变库存要求以满足需求进行对话。

7. Developing Contracts and MSAs – 为了长期稳定，考虑一个合作伙伴将根据可衡量的质量、成本和服务指标签订主服务协议。

Bottom Line – “Who has my back?”

创建高效的供应链需要先期投资。合作伙伴的选择以上述质量为基础，以帮助我们最好地服务和满足客户的需求。

Alternatively, since Optimas effectively manages hundreds of trusted providers, it’s well within our wheelhouse to support our customers with the same “must have qualities of an industrial supplier partner” that we expect of our own partners.

最重要的是，如果事情没有按计划进行并且时间变得艰难，那么优秀的合作伙伴会支持您。更重要的是，他们将直面问题并提出解决方案。

If you’re a supplier looking to partner with Optimas or a manufacturer looking for the right supply chain partner to weather the current storm, we’re ready to listen and solve supply chain challenges. 今天就联系我们寻求帮助。