Christian Schuh - The CPO: Transforming Procurement in the Real World
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In the novel The CPO: Transforming Procurement in the Real World, we meet Thomas Sutter, a German-American living in Dusseldorf and working as a procurement manager for a major global automobile manufacturer, Autowerke. On a chance encounter while flying to Chicago, he meets the CEO of Heartland, a major food company in the U.S. Sutter impresses the CEO with his knowledge and, after a whirlwind courtship, he joins Heartland as its new Chief Procurement Officer, based in Fort Wayne, Indiana.
Hired to transform procurement at Heartland, Sutter has an enormous challenge: to bring its procurement practices into the 21st century and save the company $5 billion. Despite the knowledge and experience he gained at Autowerke, Sutter fights over the next 18 months to find his place at Heartland, institute world-class procurement models and methods, win over the procurement teams and senior executives, and meet his goal. At first, his reputation--and his marriage--suffer, along with the companys overall sales and revenue. Can he pull a rabbit out of the hat?
The CPO: Transforming Procurement depicts the real-life challenges of transforming procurement, while demonstrating the benefits of innovative procurement and leadership methods. Written by global thought leaders in A.T. Kearneys procurement and supply management practice--consultants who have helped numerous companies chop billions of dollars in costs out of their procurement budgets--The CPO will prove invaluable for those in purchasing and procurement. It will also present essential information to those in the C suite looking for ways to boost profits and productivity. The CPO:
- Portrays best-in-class, real-life, actionable methods to turn procurement into a function that can save billions and improve the bottom line.
- Provides a fun way to learn essential lessons in procurement and change management.
- Shows how rejecting victimhood in all its aspects leads to personal and business success.
- Presents lessons in novel format--like The Goal, Who Moved My Cheese, The Five Dysfunctions of a Team, and others--to engage you and show techniques in action.
- World-class methods and techniques for transforming the procurement function into a productivity powerhouse that directly and significantly contributes to improving the bottom line.
- Insights into assessing the procurement and supply chain management organization and locating the levers for change.
- How to calculate the return on supply management assets and understand supply and demand dynamics in the context of procurement.
- Principles of leadership and change management: Finding and shuffling talent to effect change, making the case for change, mobilizing and motivating people, and training workers at all levels to think and act in new and useful ways.
- The tools of transformation: employing circles of influence, rejecting victimhood, creating a plan to succeed, and more.
The CPO is a book for ambitious buyers, procurement managers, and C-level executives. CEOs will read it to have an understanding of how procurement transformation supports the strategic goals of the company, CFOs will read it to know what the return on procurement transformation could be, CPOs will read it to learn new methods and metrics and how to put them into profitable practices. Its also for those who want to enjoy a good book while learning how to transform their private lives along with their careers and the companies they work for.
Table of Contents44 chapters--titles to come.Christian Schuh: author's other books
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The CPO: Transforming Procurement in the Real World
Copyright 2012 by Christian Schuh, Michael F. Strohmer, Stephen Easton, Armin Scharlach, Peter Scharbert
This work is subject to copyright. All rights are reserved by the Publisher, whether the whole or part of the material is concerned, specifically the rights of translation, reprinting, reuse of illustrations, recitation, broadcasting, reproduction on microfilms or in any other physical way, and transmission or information storage and retrieval, electronic adaptation, computer software, or by similar or dissimilar methodology now known or hereafter developed. Exempted from this legal reservation are brief excerpts in connection with reviews or scholarly analysis or material supplied specifically for the purpose of being entered and executed on a computer system, for exclusive use by the purchaser of the work. Duplication of this publication or parts thereof is permitted only under the provisions of the Copyright Law of the Publishers location, in its current version, and permission for use must always be obtained from Springer. Permissions for use may be obtained through RightsLink at the Copyright Clearance Center. Violations are liable to prosecution under the respective Copyright Law.
ISBN-13 (pbk): 978-1-4302-4962-7
ISBN-13 (electronic): 978-1-4302-4963-4
Trademarked names, logos, and images may appear in this book. Rather than use a trademark symbol with every occurrence of a trademarked name, logo, or image we use the names, logos, and images only in an editorial fashion and to the benefit of the trademark owner, with no intention of infringement of the trademark.
The use in this publication of trade names, trademarks, service marks, and similar terms, even if they are not identified as such, is not to be taken as an expression of opinion as to whether or not they are subject to proprietary rights.
While the advice and information in this book are believed to be true and accurate at the date of publication, neither the authors nor the editors nor the publisher can accept any legal responsibility for any errors or omissions that may be made. The publisher makes no warranty, express or implied, with respect to the material contained herein.
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This Book Is Dedicated to Our Clients
The five authors work for A.T. Kearney and have been with the firm for ten to twenty years.
Christian Schuh has led procurement transformation projects for clients in the automotive, construction equipment, defense, high tech, packaging, and steel industry in Europe, Russia, China, and the USA. He is the author of various books on procurement (most notably The Purchasing Chessboard), monographs, and articles. Christian studied aeronautical engineering at TU Graz and holds a doctorate in business administration. He lives in the historic city center of Vienna.
Michael F. Strohmer is an expert on raw material strategies, procurement transformation, post-merger management, and large-scale CAPEX projects. His work encompasses the utilities sector, automotive, defense, consumer goods, packaging, and steel. He has published several books (including The Purchasing Chessboard) and articles, and he is a frequent speaker at international conferences. Michael holds doctorate degrees in business administration and law. He lives in Austrias picturesque lake region near Salzburg.
Stephen Easton is a specialist on improving the effectiveness of external procurement activities. He has supported a number of both private and public sector clients to achieve significant and sustained financial results. Stephen has an MBA from Cornell University and a first degree in Politics, Philosophy, and Economics from the University of Oxford. He lives in Surrey, southwest of London.
Armin Scharlach is helping clients around the world in transformation projects to define holistic procurement IT architectures. He is also a recognized thought leader in advanced collaborative approaches, helping CPOs to find additional savings when the low-hanging fruit has been collected already. With his innovative, high-end analytics, he is breaking through the barriers of traditional procurement and supply chain methods. Armin lives in Berlin.
Peter Scharbert has led numerous procurement-related projects in Europe and in the Middle East for clients from various industries, including pharmaceutical/life sciences, financial services, and diversified conglomerates. His specific focus is on procurement performance management, procurement transformation, and strategic sourcing. Peter holds a degree in industrial engineering from University of Karlsruhe. He lives in the Basel area, where Switzerland, France, and Germany meet.
Following the sequence of events, we would like to thank:
Martina Bihn from Springer for getting us on the radar screen of Apress.
Rebecca Raudabaugh for converging the styles of five authors (four of which are non English native speakers!) into a legible text that convinced Apress to publish us.
Jeff Olson for having faith in us and dedicating countless hours to turning our manuscript into an actual book.
Alenka Triplat for introducing Toma Neemar to us.
Toma Neemar for visualizing our ideas.
My name is Thomas Sutter. Im 37 years old. I grew up on the Rhein-Main U.S./NATO air base in Frankfurt, Germany. My father, an American, was a pilot during Operation Desert Storm, also known as the Gulf War. My mother, from Frankfurt, met my father on a visit to the base. Though I grew up on the base, I spent a lot of time off the base with my mothers family in Frankfurt and felt more German than American. When the purebred American kids were playing Little League baseball on the base, I was taking violin lessons in the city or visiting the Stdel Museum to view the art of the Old Masters. Much to my fathers chagrin, I went to the gymnasium in Frankfurt rather than the base high school, and then off to the Technische Universitt in Berlin.
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