本文为SRM专题栏目文章之一，上篇文章我们讲述了什么是SRM？SRM是什么？SRM的基本内容包含哪些？本文将讲述SRM是什么？SRM的发展历程和由来。
一、SRM是什么？数字化转型网www.szhzxw.cn
SRM是供应商关系管理。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。数字化转型网www.szhzxw.cn
SRM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。数字化转型网www.szhzxw.cn
SRM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，SRM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的由来和发展历程
（一）SRM的由来和发展历程：从CRM到SRM
企业业务对外的两个最重要的出口就是广义的 “买”和“卖”。在“卖”的方面，企业为了使自己的产品和服务赢得市场、赢得客户，更为重视这方面的管理和更加投入了在市场上的力度。随着这种趋势的发展，从20世纪末90年代中期开始，管理软件供应商纷纷推出了CRM产品，企业也开始利用这种管理思想和这一工具来更好地开拓市场、提高客户的忠诚度，争取新客户和维护老客户。数字化转型网www.szhzxw.cn
然而，在“买”的方面，在与供应商的关系方面，却一直未能引起企业的重视，也许是由于买方市场的原因，买家认为只要我有购买需求，就会有卖家找上门来，就会人为我提供服务，企业无须下太多的功夫去关心与供应商之间的关系。数字化转型网www.szhzxw.cn
然而，在21世纪，随着资源在全球化范围内调配，企业间业务联盟的进一步发展，供应链业务紧密联接趋势越来越强等，企业与供应商之间的关系变得越来越重要，当企业发现彼此的贡献可以融合成一种新能力和产生综合效益时，使得顾客的忠诚度得以重新建立起来，这隐含着与供应商共享合作与创新。这种与供应商合作创造的市场价值，是业务伙伴合作中的一个重要的问题，就像与客户之间的伙伴关系一样，与供应链上供应商之间的关系也将转变企业间彼此合作的伙伴关系。数字化转型网www.szhzxw.cn
在80年代末的西方市场，服装行业与食品行业的供应链也在一些运作模式上共谋合作，例如，快速反应QR（Quick Response）和有效客户响应ECR（Efficient Customers Response）完全改进了整个供应链的响应能力和范围质量。数字化转型网www.szhzxw.cn
今天，就像与客户之间的伙伴关系一样，与供应商之间的伙伴关系转变成为了彼此合作的方式，这种合作的成果足以运行整个社会。例如，当微软与英特尔结合力量共同发展微电脑芯片与作业系统时，他们一起改写了个人电脑工业的版图；许多零售商和分销商、以及制造商紧密地高效率、运用高科技的伙伴关系，使得诸如从剪羊毛到挂到衣架上的成衣这样的业务过程只须尽量少的步骤和尽量短的时间，节省了原先整个过程中的不必要的程序和减少金钱的损失。数字化转型网www.szhzxw.cn
（二）SRM的由来和发展历程：从买卖到伙伴关系
长期以来，特别是从20世纪末，学术界对这一课题进行了大量的研究， 如Timothy M. laseter 在《平衡的资源》 (“Balanced sourcing”, 1998 by Booz-Allen & Hamilton Inc.) 一书中阐明了传统的买卖关系的供应商和现今长期的业务伙伴关系供应商的区别，提出了Partner suppliers ”（合作伙伴供应商）的概念 ； Dave znelson, Patricia E. Moody and Jonathan Stegner 在其合写的《采购机器－前10家公司如何利用最好的实践管理他们的供应链 》（“The Purchasing Machine –How the top ten companies use best practices to manage thire supply chian” 2001， by Simon & Schuster, Inc）一书中了通过对247 位采购经理的调查研究，剖析了传统采购观念及流程的缺陷，也对如何获得策略资源和与供应商结成战略伙伴的问题给出了深刻的讨论和建议。数字化转型网www.szhzxw.cn
1990年，麻省理工学院国际汽车研究小组发表著名的《改变世界的机器》（The Machine That Changed the World）一书全面总结了日本经营管理方式的特点，其中专门论述了日本企业与供应商的关系，指出日本制造业在80 年代末竞争力强的缘由之一就是因为日本有独特的零部件外协系统；数字化转型网www.szhzxw.cn
Charles C. Poirier 的《高级供应链管理》（“Advanced supply chain management”1999, by Berrett- Koehler Publisher, Inc. ）一书更是通过沃马特和P&G所提出的钻石型伙伴关系等实例强调了建立伙伴关系的重要性，必须在企业内首先形成一个由多部门人员组成的工作小组，同时要求供应商也成立一个相应的小组，双方再共同合作；等等。在这些论著中，特别强调了要将企业之间的 “敌对”关系转变为“信任”关系。数字化转型网www.szhzxw.cn
随着理论界的不断深化研究，企业在这些新的观念和理论的指导和推动下，在过去数年中正快速地放弃传统上以交易为基础的买卖关系，并且大幅削减供应商的数目，企图以少量但能维持长久关系的供应商，取代原先庞大的供应商数目。有关数据表明，有过之而无不及。
例如，福特汽车公司将其供应商的数目由5.2万家减少到0.5 万家；公共电力与煤气服务公司则和1500家供应商解约；史考特航空公司(Scott Aviation)将该公司供应商由800家缩减至不到500家，而且还要继续减少。很多供应商正在流失客户，因为这个风潮正席卷所有产业中的每一个企业，已经没有一处安全的避风港了，企业放弃使用成群的供应商，而只保留经过精挑细选的少数。许多被摒除在门外的公司与销售人员，还在百思不解，究竟发生了什么事?
合作伙伴供应商是供应商在一个特定长的时间内与其客户就某些产品和服务达成一定的承诺和协议，包括信息共享，分享和分担由于伙伴关系带来的利益和风险，也就是说，伙伴的概念必须建立在合作和信任之上。数字化转型网www.szhzxw.cn
伙伴关系是指在没有共同所有权情况之下达到横向系统集成和业务集成的效果。理论界和咨询界在对日本 80－90年代的供应体系进行研究之后，将所谓日本式的伙伴关系定义为为了取得整体经营系统（价值链）的效率而结成的买卖双方的独占关系，80年代初，日本的汽车、家电、半导体企业开始进军国际市场，并取得了显著的成效，其产品以其质优价廉使其他各国尤其是美国企业受到了极大威胁。研究表明，这一迅速崛起的奥秘是与日本企业与其供应商的特殊关系和其供应体系分不开的。数字化转型网www.szhzxw.cn
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SRM专题文章系列（二）：SRM是什么？SRM的发展历程是怎样的？翻译：
This article is one of the SRM special column articles, the previous article we told about what is SRM? What is SRM? What is the basic content of SRM? What is SRM? The development and origin of SRM.数字化转型网www.szhzxw.cn
What is SRM?
SRM is supplier relationship management. Just as today’s popular CRM is used to improve relationships with customers, SRM is used to improve relationships with suppliers upstream in the supply chain.
SRM is a management philosophy and software technology solution dedicated to building and maintaining long-term, close partnerships with suppliers.
SRM is a new management mechanism aimed at improving the relationship between enterprises and suppliers. Which is implemented in the fields related to enterprise procurement business. The goal of SRM is to jointly explore the market, expand market demand and share. And reduce the high cost of products in the early stage by establishing a long-term and close business relationship with suppliers and integrating resources and competitive advantages of both sides. Achieve win-win enterprise management mode.
Origin and development of SRM数字化转型网www.szhzxw.cn
(1) The origin and development of SRM: from CRM to SRM
The two most important exports of a business are “buy” and “sell” in a broad sense. In the aspect of “selling”, enterprises pay more attention to the management of this aspect and invest more in the market in order to make their products and services win the market and win customers. With the development of this trend, from the late 20th century to the mid-1990s. Management software vendors have launched CRM products. And enterprises have begun to use this management idea and this tool to better explore the market, improve customer loyalty, win new customers and maintain old customers.
However, in terms of “buying”, in terms of the relationship with suppliers.
It has not attracted the attention of enterprises. Perhaps due to the reasons of the buyer’s market, buyers think that as long as I have a purchase demand. There will be sellers to come to the door. They will provide services for me, enterprises do not need to make too much effort to care about the relationship between suppliers. 数字化转型网www.szhzxw.cn
However, in the 21st century, with the deployment of resources in a global scope, the further development of business alliances among enterprises. And the increasingly strong trend of close connection of supply chain business. The relationship between enterprises and suppliers has become more and more important. When enterprises find that each other’s contributions can be integrated into a new capability and produce comprehensive benefits, customer loyalty can be re-established. This implies shared collaboration and innovation with suppliers. This market value created by working with suppliers is an important issue in business partnerships, and just as partnerships with customers. Relationships with suppliers along the supply chain will transform the partnerships that companies work with each other.数字化转型网www.szhzxw.cn
In Western markets in the late 1980s.
The garment and food supply chains also collaborated in some operational modes, such as, Quick Response (QR) and Efficient Customer Response (ECR) completely improve responsiveness and scope quality throughout the supply chain. Today, like partnerships with customers. Partnerships with suppliers are transformed into ways of working with each other, and the results of such partnerships are sufficient to run the entire society. When Microsoft and Intel combined their efforts to develop microchips and operating systems, for example, they reshaped the personal-computer industry. Many retailers and distributors, as well as manufacturers, work in close, efficient, high-tech partnerships that allow for business processes. Such as shearing the wool to putting the garment on the hanger in as few steps as possible and in as short a time as possible, saving unnecessary procedures and reducing the loss of money in the original process.数字化转型网www.szhzxw.cn
(2) The origin and development of SRM: from sale to partnership
For a long time, especially since the end of the 20th century.
There has been a lot of academic research on this subject. As Timothy M. laseter wrote in “Balanced sourcing”, In 1998, the book by Booz-Allen & Hamilton Inc. clarified the difference between traditional suppliers of buyer-seller relationship and today’s long-term business partnership suppliers, and proposed the concept of “Partner suppliers”. Dave znelson, Patricia E. Moody and Jonathan Stegner, co-authors of “The Purchasing Machine – How the top ten Companies Manage Their Supply Chains Using Best Practices” (The Purchasing Machine – How the Top Ten companies use best practices to manage thire supply chian “2001, by Simon & Schuster, Inc., based on a survey of 247 purchasing managers, The defects of traditional procurement concept and process are analyzed, and the problems of how to obtain strategic resources and form strategic partners with suppliers are discussed and suggestions are given. 数字化转型网www.szhzxw.cn
In 1990, MIT’s International Automotive Research Group published a famous book.
“The Machine That Changed the World,” a comprehensive summary of the characteristics of the Japanese management style. Which focuses on the relationship between Japanese companies and their suppliers. It is pointed out that one of the reasons for the strong competitiveness of Japanese manufacturing industry in the late 1980s is because Japan has a unique component outsourcing system. Charles C. Poirier, “Advanced supply chain management” (1999), by Berrett-Koehler Publisher, The book, Inc. emphasizes the importance of establishing partnerships through examples such as the diamond partnership proposed by Walmat and P&G. It is necessary to first form a working group composed of multi-department personnel in the enterprise. And require suppliers to set up a corresponding group, and then both sides will work together. Let’s wait. In these papers, special emphasis is placed on transforming the “hostile” relationship between enterprises into a “trust” relationship.数字化转型网www.szhzxw.cn
With the continuous deepening of research in the theoretical field.
Under the guidance and promotion of these new concepts and theories. Enterprises in the past few years are rapidly abandoning the traditional transact-based buying and selling relationship. And significantly reducing the number of suppliers. In an attempt to replace the original large number of suppliers with a small number of suppliers that can maintain long-term relationships.
The data suggest that it goes even further. Ford Motor Company, for example, reduced the number of its suppliers from 52,000 to 5,000. Public electric and gas service companies have cancelled contracts with 1,500 suppliers. Scott Aviation has cut its supplier base from 800 to fewer than 500, and will continue to do so. Many suppliers are losing customers because the wave is sweeping through every company in every industry. There is no safe haven anymore, and companies are abandoning groups of suppliers in favor of a select few. Many of the companies and salespeople who were left out are still wondering what happened.
A partner supplier is a supplier who has reached certain commitments and agreements with its customers for certain products and services for a specific long period of time.
Including information sharing, sharing and sharing the benefits and risks brought about by the partnership. That is, the concept of partnership must be based on cooperation and trust. Partnership refers to achieving horizontal system integration and business integration without joint ownership.
After studying the supply system of Japan in the 1980s and 1990s, the theorists and consultants defined the so-called Japan-style partnership as the exclusive relationship between the buyer and the seller in order to achieve the efficiency of the overall business system (value chain). In the early 1980s, Japanese automobile, home appliance and semiconductor companies began to enter the international market and achieved remarkable results. Its products, because of their high quality and low price, have made other countries, especially American companies, a great threat. Research shows that the mystery of this rapid rise is inseparable from the special relationship between Japanese companies and their suppliers and their supply system.数字化转型网www.szhzxw.cn
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