本文为SRM专题栏目文章之一，本文将讲述什么是SRM？SRM是什么？SRM的基本内容包含哪些？数字化转型网www.szhzxw.cn
一、什么是SRM?
什么是SRM？SRM是什么?SRM是什么的简写？SRM是SupplierRelationshipManagement的缩写，即供应商关系管理。数字化转型网www.szhzxw.cn
供应商关系管理（SRM）正如当今流行的CRM是用来改善与客户的关系一样，SRM是用来改善与供应链上游供应商的关系的，它是一种致力于实现与供应商建立和维持长久、紧密伙伴关系的管理思想和软件技术的解决方案，它旨在改善企业与供应商之间关系的新型管理机制，实施于围绕企业采购业务相关的领域，目标是通过与供应商建立长期、紧密的业务关系，并通过对双方资源和竞争优势的整合来共同开拓市场，扩大市场需求和份额，降低产品前期的高额成本，实现双赢的企业管理模式。数字化转型网www.szhzxw.cn
二、SRM的概念是什么
供应商关系管理（Supplier Relationship Management,SRM）实际上，它是一种以“扩展协作互助的伙伴关系、共同开拓和扩大市场份额、实现”双赢”为导向的企业资源获取管理的系统工程。数字化转型网www.szhzxw.cn
三、SRM包含的基本内容由哪些？
SRM的基本内容包含以下几个部分：数字化转型网www.szhzxw.cn
（一）SRM的基本内容包含：需求分析
准确、及时的需求分析是企业决策制定的一个先决条件，在采购方面也是如此。随着供应商队伍专业化的发展，准确及时的采购可以节省开支，取得市场上的采购优势。采购既要面对生产又要同时满足市场和客户的要求。SRM能够整合内部和外部资源，建立起高效能的组织采购，对自身业务关键性材料或者服务的需求进行战略部署，以减少日常生产运作中意想不到的问题。数字化转型网www.szhzxw.cn
（二）SRM的基本内容包含：供应商的分类与选择
应该确定符合公司战略的供应商特征，对所有供应商进行评估，可以将供应商分成交易型、战略型和大额型。一般来讲，交易型是指为数众多，但交易金额较小的供应商；战略型供应商是指公司战略发展所必需的少数几家供应商；大额型供应商指交易数额巨大，战略意义一般的供应商。供应商分类的目标是为了针对不同类型的供应商，制定不同的管理方法，实现有效管理。这种管理方式的转变，应该首先与各利益相关方进行充分沟通，获得支持。
供应商的评估与选择应该考察多个方面的因素，包括：实力(技术、容量、竞争力等)；响应速度(销售服务、质量反应速度、对防范问题的反应以及对改进工作的兴趣等)；质量管理(效率、产品设计以及质量保证程序等)；时间控制(交货期的长短以及交货是否准时等)；成本控制(设计费用、制造费用、维护费用以及运输费用和保管费用等)。SRM可以综合考察供应商各个方面的因素，帮助企业作出准确的分类与选择。数字化转型网www.szhzxw.cn
（三）SRM的基本内容包含：与供应商建立合作关系
确定对各类供应商采用何种关系和发展策略，这可通过几个步骤来进行：首先，与战略供应商和大额增长型供应商在总体目标、采购类别目标、阶段性评估、信息共享和重要举措等各方面达成共识，并记录在案。其次，与各相关部门开展共同流程改进培训会议，发现有潜力改进的领域。再次，对每位供应商进行职责定位，明确其地位与作用。最后，双方达成建立供应商关系框架协议，明确关系目标。在这一部分可以做的工作包括：建立供应商的管理制度；供应商绩效管理；供应商的合同关系管理；采购流程的设计与实施。SRM能够使采购流程透明化，并能提高效率和反应能力，降低周转时间，提高买卖双方的满意度。
（四）SRM的基本内容包含：与供应商谈判和采购
根据前面各步骤的工作可以与供应商通过谈判达成协议。SRM能够帮助企业跟踪重要的供应商表现数据如供应商资金的变化等，以备谈判之用。SRM在采购过程中还可以实现公司内部与外部的一些功能。公司内部的功能包括：采购信息管理；采购人员的培训管理和绩效管理；供应商资料实时查询；内部申请及在线审批。公司外部的功能包括(与供应商之间的)：在线订购；电子付款；在线招标等。数字化转型网www.szhzxw.cn
（五）SRM的基本内容包含：供应商绩效评估
供应商绩效评估是整个供应商关系管理的重要环节。供应商绩效评估既是对某一阶段双方合作实施效果的衡量，又是下一次供应商关系调整的基础。SRM能够帮助企业制定供应商评估流程，定期向供应商提供反馈。供应商的绩效评估流程可以从技术、质量、响应、交货、成本和合同条款履行这几个关键方面进行评估，同时该流程还可以包括相关专家团特定的绩效评估。评估流程的目的在于给双方提供开放沟通的渠道，以提升彼此的关系。同时，供应商也可以向企业做出反馈，站在客户的角度给出他们对企业的看法。这些评估信息有助于改善彼此的业务关系，从而改善企业自身的业务运作。数字化转型网www.szhzxw.cn
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SRM专题栏目文章（一）：什么是SRM？SRM的基本内容包含哪些？翻译：数字化转型网szhzxw.cn
This article is one of SRM special column articles, this article will tell what is SRM? What is SRM? What is the basic content of SRM?数字化转型网www.szhzxw.cn
What is SRM?
What is SRM? What is SRM? SRM is short for what? SRM is the abbreviation of SupplierRelationshipManagement, namely the supplier relationship management.
Supplier Relationship Management (SRM) Just as today’s popular CRM is used to improve the relationship with the customer, SRM is used to improve the relationship with the upstream supplier of the supply chain, it is a management philosophy and software technology to achieve the establishment and maintenance of long-term, close partnership with the supplier solution. It aims to improve the relationship between enterprises and suppliers of the new management mechanism, the implementation of around the enterprise procurement business related fields, the goal is to establish a long-term, close business relationship with suppliers, and through the integration of resources and competitive advantages of both sides to jointly explore the market, expand market demand and share, reduce the high cost of products in the early stage, to achieve a win-win business management model.数字化转型网www.szhzxw.cn
What is the concept of SRM
In fact, Supplier Relationship Management (SRM) is a system engineering of enterprise resource acquisition management oriented by “expanding cooperative partnership, jointly developing and expanding market share, and achieving” win-win “.
What are the basic contents of SRM?
The basic content of SRM consists of the following parts:
(1) The basic content of SRM includes: demand analysis
Accurate and timely demand analysis is a prerequisite for business decision making, and this is also true in procurement. With the professional development of the supplier team, accurate and timely procurement can save costs and obtain procurement advantages in the market. Procurement must meet both production and market and customer requirements at the same time. SRM is able to integrate internal and external resources to establish efficient organizational procurement and strategically deploy its needs for business-critical materials or services to reduce unexpected problems in daily production operations.
(2) The basic contents of SRM include: classification and selection of suppliers
The characteristics of suppliers that fit the company’s strategy should be identified, all suppliers should be evaluated, and suppliers can be divided into transactional, strategic, and high-value types. Generally speaking, transactional refers to a large number of suppliers, but the transaction amount is small; Strategic supplier refers to the few suppliers necessary for the company’s strategic development. Large-value suppliers refer to suppliers with large transaction amounts and general strategic significance. The goal of supplier classification is to develop different management methods for different types of suppliers to achieve effective management. This change in management style should first be fully communicated with and supported by various stakeholders.
The evaluation and selection of suppliers should consider several factors, including: strength (technology, capacity, competitiveness, etc.); Response speed (sales service, quality response speed, response to prevention problems, interest in improving work, etc.); Quality management (efficiency, product design, quality assurance procedures, etc.); Time control (length of delivery time and whether delivery is on time, etc.); Cost control (design costs, manufacturing costs, maintenance costs, transportation costs and storage costs, etc.). SRM can comprehensively examine all aspects of suppliers to help enterprises make accurate classification and selection.数字化转型网www.szhzxw.cn
(3) The basic contents of SRM include: establishing cooperative relations with suppliers数字化转型网www.szhzxw.cn
Determining which relationships and development strategies to adopt for each type of supplier can be done in several steps. First, establish and document consensus with strategic suppliers and large-volume growth suppliers on overall objectives, procurement category objectives, periodic assessments, information sharing, and key initiatives. Second, conduct joint process improvement training sessions with relevant departments to identify areas of potential improvement. Thirdly, the responsibility of each supplier is positioned to clarify its position and role. Finally, the two sides reached a framework agreement on the establishment of supplier relationship and defined the objectives of the relationship. The work that can be done in this part includes. Establishing supplier management system; Supplier performance management; Supplier contract relationship management; Design and implement purchasing process. SRM makes the procurement process transparent and improves efficiency and responsiveness, reduces turnaround time, and increases buyer and seller satisfaction.数字化转型网www.szhzxw.cn
(4) The basic contents of SRM include: negotiation with suppliers and procurement
Based on the work of the previous steps, an agreement can be negotiated with the supplier. SRM can help companies track important supplier performance data, such as changes in supplier funding, for negotiation purposes. SRM can also realize some functions inside and outside the company in the procurement process. The company’s internal functions include: procurement information management. Procurement personnel training management and performance management; Supplier information real-time query; Internal application and online approval. Functions outside the company include (with suppliers) : online ordering; Electronic payment; Online bidding, etc.
(V) The basic contents of SRM include: supplier performance evaluation
Supplier performance evaluation is an important part of the whole supplier relationship management. Supplier performance evaluation is not only a measure of the implementation effect of the cooperation between the two parties in a certain stage. But also the basis of the next supplier relationship adjustment. 数字化转型网www.szhzxw.cn
SRM can help companies develop a supplier evaluation process and provide feedback to suppliers on a regular basis. The supplier’s performance evaluation process can be evaluated in the key aspects of technology, quality, response, delivery, cost and fulfillment of contract terms. And the process can also include a specific performance evaluation of the relevant expert group. The purpose of the evaluation process is to provide an open channel of communication for both parties to improve their relationship. At the same time, suppliers can also give feedback to the enterprise and give their views on the enterprise from the perspective of customers. This evaluation information helps to improve the business relationship between each other and thus improve the business operations of the enterprises themselves.数字化转型网www.szhzxw.cn
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