Convincing suppliers to opt for ePurchasing

eSourcing, the process of tendering and/or bidding via the Internet, is still a challenge in terms of management of relationships with suppliers. At the origin of eSourcing, suppliers were reticent to this concept.

They were afraid of being cheated when it came to prices.

The best professional buyers are able to convince suppliers about the advantages of adopting eSourcing. Here are three of these benefits that you can highlight for Convincing suppliers :

• eSourcing gives all suppliers equal opportunities to review their proposals and therefore equal opportunities to close the deal with the buyer.
• All information exposed by a supplier during An eSourcing event are available to other suppliers. This ensures that the process is fair. The procedure oftender is transparent and ethical.
• eSourcing provides accurate commercial information about prices and conditions available on the market.

Recently, a seller told me, “We decided to stop participating in reverse auctions.

We don't want to be seen as commodities anymore.”

eSourcing is a victim ofa bad reputation among suppliers. Every buyer organizing eSourcing events has the opportunity to fight this bad reputation.

For eSourcing to persist, your events must be as honest as possible. Here are five tips for promoting the integrity of eSourcing:

• Don't show that suppliers' prices when there are other criteria involved in the selection process.
• Always choose the supplier that offers the lowest price (in a price-based sale only). Or, the one with the best score (in An eSourcing event with multiple criteria).
• Do not designate the supplier you will select untilEvent of eSourcing, thus using other providers to reduce supplier prices.
• Stop negotiating prices once the tender has determined the lowest price on the market through competition.
• Do not invite certain suppliers to participate if they have no chance of winning.

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If you avoid these mistakes, you will be able to maximize the relevance of your eSourcing solution.

It is by sharing with operational staff and business leaders in France and Europe that the idea of offering a marketplace that is easy to use and exclusively dedicated to the expectations of professionals was born.

How to carry out a Purchasing Mapping (Expense Analysis)