Chapter 10 Negotiation.pptx

Chapter 10
Managing risk in the supply chain

IMPORTANT
DATES
MIDTERM: December 1 (Fri)
ASSSIGNMENTS: December
4 (Mon)
FINAL EXAM: December 7
(Thurs)

Today’s marketplace is characterized by turbulence and uncertainty. Market turbulence has tended to
increase in recent years for a number of reasons. Demand in almost every industrial sector seems to
be more volatile than was the case in the past. Product and technology life cycles have shortened
significantly and competitive product introductions make life-cycle demand difficult to predict.
Considerable ‘chaos’ exists in our supply chains through the effects of such actions as sales
promotions, quarterly sales incentives or decision rules such as reorder quantities.
At the same time the vulnerability of supply chains to disturbance or disruption has increased. It is
not only the effect of external events such as natural disasters, strikes or terrorist attacks but also the
impact of changes in business strategy. Many companies have experienced a change in their supply
chain risk profile as a result of changes in their business models. For example, the adoption of ‘lean’
practices, the move to outsourcing and a general tendency to reduce the size of the supplier base
potentially increase supply chain vulnerability.

As a result of this heightened risk, organizations will need to develop appropriate programmes to
mitigate and manage that risk.
The impact of unplanned and unforeseen events in supply chains can have severe financial effects
across the network as a whole. Research in North America1 suggests that when companies
experience disruptions to their supply chains the impact on their share price once the problem
becomes public knowledge can be significant. The research suggests that companies experiencing
these sorts of problems saw their average operating income drop 107 per cent, return on sales fall
114 per cent and return on assets decrease by 93 per cent.

A survey of over 3,000 senior executives undertaken by the consultancy company McKinsey in 2006
reported that they believed their companies faced growing risk to disruptions to their supply chains.
However, the same survey found that in many cases companies had inadequate processes in place for
the management and mitigation of that risk. Whilst most organizations recognize the need to
regularly assess their risk profile, that assessment has tended to be focused on broader regulatory
and financial risk issues rather than supply chain vulnerability.
It can be argued that in today’s volatile business environment the biggest risks to business continuity
lie in the wider supply chain.
Clearly, there are risks that are external to the supply chain and those that are internal. External risks
may arise from natural disasters, wars, terrorism and epidemics, or from government-imposed legal
restrictions. Internal risks will be described in more detail later in this chapter but essentially they
refer to the risks that arise as a result of how the supply chain is structured and managed. Whilst
external risk cannot be influenced by managerial actions, internal risk can.

Why are supply chains more vulnerable?
A study conducted by Cranfield University3 for the UK government defines supply chain vulnerability
as: an exposure to serious disturbance, arising from risks within the supply chain as well as risks
external to the supply chain. The same study identified a number of reasons why modern supply
chains have become more vulnerable.

A focus on efficiency rather than effectiveness
The prevailing business model of the closing decades of the twentieth century was very much based
upon the search for greater levels of efficiency in the supply chain. Experience highlighted that there
was an opportunity in many sectors of industry to take out significant cost by focusing on inventory
reduction. Just-in-time (JIT) practices were widely adopted and organizations became increasingly
dependent upon suppliers. This model, whilst undoubtedly of merit in stable market conditions, may
become less viable as volatility of demand increases. The challenge in today’s business environment
is how best to combine ‘lean’ practices with an ‘agile’ response.

The globalization of supply chains
There has been a dramatic shift away from the predominantly ‘local for local’ manufacturing and
marketing strategy of the past. Now, through offshore sourcing, manufacturing and assembly, supply
chains extend from one side of the globe to the other. For example, components may be sourced in
Taiwan, sub-assembled in Singapore with final assembly in the US for sale in world markets.
Usually the motivation for offshore sourcing and manufacturing is cost reduction. However, that
definition of cost is typically limited to the cost of purchase or manufacture. Only rarely are total
supply chain costs considered. The result of these cost-based decisions is often higher levels of risk as
a result of extended lead times, greater buffer stocks and potentially higher levels of obsolescence –
particularly in short life-cycle markets. A further impetus to the globalization of supply chains has
come from the increase in cross-border mergers and acquisitions that we have witnessed over the
last decade or so.

Focused factories and centralized distribution
One of the impacts of the implementation of the Single Market within the European Union and the
consequent reduction in the barriers to the flow of products across borders has been the centralization of
production and distribution facilities. Significant scale economies can be achieved in manufacturing if
greater volumes are produced on fewer sites. As highlighted in Chapter 9, some companies have chosen to
‘focus’ their factories – instead of producing the full range of products at each site, they produce fewer
products exclusively at a single site. As a result, production costs may be lower but the product has to
travel greater distances, often across many borders. Incidentally, at the same time, flexibility may be lost
because these focused factories tend to be designed to produce in very large batches to achieve maximum
scale economies.
Simultaneously with this move to fewer production sites is the tendency to centralize distribution. Many
fast moving consumer goods manufacturers aim to serve the whole of the western European market
through a few distribution centers, e.g. one in north-west Europe and one in the south.

The trend to outsourcing
One widespread trend, observable over many years, has been the tendency to outsource activities
that were previously conducted within the organization. No part of the value chain has been immune
from this phenomenon; companies have outsourced distribution, manufacturing, accounting and
information systems, for example. In some cases these companies might accurately be described as
‘virtual’ companies. There is a strong logic behind this based upon the view that organizations are
more likely to succeed if they focus on the activities in which they have a differential advantage over
competitors. This is leading to the creation of ‘network organizations’, whereby confederations of
firms are linked together – usually through shared information and aligned processes – to achieve
greater overall competitiveness. However, outsourcing also brings with it a number of risks, not least
being the potential loss of control. Disruptions in supply can often be attributed to the failure of one
of the links and nodes in the chain and, by definition, the more complex the supply network the more
links there are and hence the greater the risk of failure.

Reduction of the supplier base
A further prevailing trend over the last decade or so has been a dramatic reduction in the number of
suppliers from which an organization typically will procure materials, components, services, etc. In
some cases this has been extended to ‘single sourcing’, whereby one supplier is responsible for the
sole supply of an item. Several well-documented cases exist where major supply chain disruptions
have been caused because of a failure at a single source. Even though there are many benefits to
supplier base reduction it has to be recognized that it brings with it increased risk.
Sometimes a consolidation of the supply base happens through merger and acquisition. Since the
rate of merger and acquisition has increased so dramatically over recent years, it follows that the
supply base reduction will have accelerated for this reason alone.

Understanding the supply chain risk profile
Many organizations today are addressing the issues of what has come to be termed ‘business
continuity’. In practice, however, there tends to be a limited focus for much of business continuity
management. There is a strong focus on IT and internal process management but often the wider
supply risk dimension is not considered. This is paradoxical since it can be argued that the biggest risk
to business continuity may be in the wider network of which the individual business is just a part.
To widen the focus on supply chain vulnerability it is suggested that a supply risk profile be
established for the business. The purpose of the risk profile is to establish where the greatest
vulnerabilities lie and what the probability of disruption is. In a sense this approach takes the view
that:

Thus the risk profile attempts to seek out the ‘critical paths’ through a network where management attention should be
especially focused. A weakness of this definition of risk is that it may lead to a failure to recognize that supply chains may be at
their most vulnerable where the probability of occurrence is small but the potential impact could be catastrophic. For example,
in May 2003 a tornado struck Jackson, Tennessee in the United States, severely damaging Procter & Gamble’s sole factory in
North America for the manufacture of Pringles. Production of this $1 billion a year sales revenue product was severely curtailed
since P&G’s only other manufacturing facility for Pringles is in Belgium.
To help identify the risk profile of a business it is helpful to undertake an audit of the main sources of risk across the network.
This audit should examine potential risk to business disruptions arising from five sources:
1. Supply Risk
2. Demand Risk
3. Process Risk
4. Control Risk
5. Environmental Risk

Supply risk - How vulnerable is the business to disruptions in supply? Risk may be higher due to global sourcing,
reliance on key suppliers, poor supply management, etc.
Demand risk - How volatile is demand? Does the ‘bullwhip’ effect cause demand amplification? Are there
parallel interactions where the demand for another product affects the demand for ours?
Process risk - How resilient are our processes? Do we understand the sources of variability in those processe, e.g.
manufacturing? Where are the bottlenecks? How much additional capacity is available if required?
Control risk - How likely are disturbances and distortions to be caused by our own internal control systems? For
example, order quantities, batch sizes and safety stock policies can distort real demand. Our own decision rules
and policies can cause ‘chaos’ type effects.
Environmental risk - Where across the supply chain as a whole are we vulnerable to external forces? Whilst the
type and timings of extreme external events may not be forecastable, their impact needs to be assessed.

It is important for senior management to understand that the risk profile is directly and indirectly
impacted by the strategic decisions that they take. Thus the decision, for instance, to transfer
production from a western European factory to one in China should be examined in terms of how it
may affect vulnerability from the five risk sources described above.
For multi-product, multi-market businesses the priority should be to identify the major profit streams
and to concentrate on creating deep insights into how supply chain risk could impact those profit
streams.

Mapping your risk profile
Rather than cataloguing all the possible risks a company might face, the first stage in strategic risk
management is to understand the company’s internal processes in order to isolate the most relevant
and critical threats. Once a company understands its own internal vulnerabilities, it can monitor the
external environment for relevant danger signs and begin to develop mitigation and contingency
strategies accordingly. Although companies may not be able to prevent disruptions, they can reduce
their impact by understanding how their operations may be affected and by preparing for the
possibilities. The goal is to develop operational resilience, foster the ability to recover quickly and plot
alternative courses to work around the disruption.
Although global corporations are vulnerable to many of the same risks, each company has a unique
risk profile.

Mapping your risk profile
There are six steps in developing this profile and appropriate management strategies.
1. Priorities earnings drivers
2. Identify critical infrastructure
3. Locate vulnerabilities
4. Model scenarios
5. Develop responses
6. Monitor the risk environment

1. Prioritize earnings drivers
Identify and map the company’s earnings drivers, which provide operational support for the overall
business strategy. These are the factors that would have the biggest impact on earnings if disrupted
and a shock to any one could endanger the business. For example, in process industries,
manufacturing is the major force behind earnings: wholesalers and retailers must prioritize inventory
and logistics operations.

2. Identify critical infrastructure
Identify the infrastructure – including processes, relationships, people, regulations, plan and
equipment – that supports the firm’s ability to generate earnings. Brand reputation, for example,
might depend on product quality control processes, supplier labor practices and key spokespeople
within the firm. Research and development might depend on specific laboratory locations, critical
personnel and patent protection. Again, every company is unique and even companies in the same
industry will priorities their drivers differently. The goal is to identify the essential components
required for the earnings driver. One way to do this is by asking ‘What are the processes which, if
they failed, would seriously affect my earnings?’ Put another way, these are the factors that could
end up in a footnote in an annual report explaining the rationale behind a charge against earnings.

What are the weakest links, the elements on which all others depend? It could be a single supplier for a critical
component, a border that 80 per cent of your products must cross to get to your key markets, a single employee
who knows how to restore data if the IT system fails, or a regulation that makes it possible for you to stay in
business. Vulnerabilities are characterized by:
• An element on which many others depend – a bottleneck
• A high degree of concentration – suppliers, manufacturing locations, material or information flows
• Limited alternatives
• Association with high-risk geographic areas, industries and products (such as war or flood zones, or
economically troubled industries, such as airlines)
• Insecure access points to important infrastructure

Notice that the focus is still on the internal processes rather than potential external events. In many
ways the impact of a disruption does not depend on the precise manner in which these elements fail.
Whether your key supplier fails because of a fire in a plant, an earthquake,

4. Model scenarios
Best-practice organizations continuously assess their strengths and weaknesses by creating scenarios
based on the full spectrum of crises highlighted earlier. In a recent Harvard Business Review article,1
Ian Mitroff discussed his approach of spinning a ‘Wheel of Crises’ to challenge executives to think
creatively and randomly. Using supply chain modelling tools to simulate the impact of crises is also
useful in gauging risk levels for your trading partners.

After executives assess the impact of alternative crisis scenarios on the supply chain, they will have
detailed knowledge of their operational vulnerabilities and how these soft spots relate to
performance goals and earnings. Understanding these weak areas at the enterprise level will clarify
critical decisions.
Completing a risk profile will also bring to light opportunities to reduce risk and indicate the value to
be gained. Risk-mitigation plans can be put into two broad categories: redundancy and flexibility.
Traditional risk-management approaches have focused heavily on redundant solutions, such as
increasing inventory, preparing backup IT and telecommunications systems, and fostering long-term
supplier contracts. While generally effective in protecting against potential risk, such approaches
come with a higher cost – sometimes explicitly and sometimes hidden – that can potentially put
organizations at a competitive disadvantage.

Flexible responses, however, utilize supply chain capabilities that not only manage risk but
simultaneously increase an organization's competitive capability. Examples include:
• Product design for agility – common components and delayed product differentiation
• Common, flexible and readily transferable manufacturing practices
• Lead-time reduction – duration and variability MM Dynamic inventory planning
• Supply chain visibility
• Cross-training of employees
Just as supply chain modelling tools and techniques can help assess the impact of crisis scenarios,
they can also be used to evaluate the costs and benefits of alternative responses.

6. Monitor the risk environment
Each vulnerability will suggest a number of potential responses. The challenge is to ensure that the
chosen response is proportional to the risk, in terms of both magnitude and likelihood. A company’s
risk profile is constantly changing: economic and market conditions change, consumer tastes change,
the regulatory environment changes, as will products and processes. It is essential to redraw the
company’s risk map in tandem. Part of the mapping process includes identifying leading indicators
based on the key supply chain vulnerabilities. Such an early warning system helps ensure that
contingency plans are activated as soon as possible. Although a detailed assessment of a company’s
excellence in risk management is quite involved, a simple self-assessment can quickly identify the
largest gaps.

The supply chain risk
management process
• Figure 10.3 below
suggests a seven-stage
approach to the
management of supply
chain risk. Each of the seven
stages is described in more
detail in the following
sections.

Managing supply chain risk
1 Understand the supply chain
There is in many companies an amazing lack of awareness of the wider supply/ demand network of which the
organization is a part. Whilst there is often a good understanding of the downstream routes to market, the same
is not always true of what lies upstream of first tier suppliers. First tier suppliers are often dependent themselves
on second and even third tier suppliers for their continuity.
An example of this is provided by Chrysler which was reviewing the upstream supply chain for the Jeep Grand
Cherokee’s V8 engine. The company mapped all the hundreds of component flows and found that one of these
components – a roller lift valve manufactured by Eaton Corp. – was made from castings sourced from a local
foundry. When the Chrysler team visited that foundry they discovered that the clay that was used to produce the
castings came from a sole supplier who was losing money and thinking of exiting the business.
It is this detailed level of supply chain understanding that is necessary if risk is to be mitigated and managed. For
complex supply chains or where complete mapping of the entire network is not practical it would be appropriate
only to look in detail at the ‘critical paths’ – how these are identified is dealt with later.

2 Improve the supply chain
‘Improving’ the supply chain is all about simplification, improving process reliability, reducing process
variability and reducing complexity. For more long-established businesses it is probably true to say
that rarely have their supply chains been planned or designed in a holistic way. Rather they have
developed organically in response to the needs and opportunities of the time. Suppliers may have
been chosen because of their ability to meet the demands for lower price rather than because of the
reliability of their supply chains for example.
Process variability can add to supply chain risk in a number of ways. Variation implies unstable
processes with outcomes that are not always predictable. The use of six sigma methodology can be a
powerful way to reduce variability in supply chain processes.

3 Identify the critical paths
Supply networks are in effect a complex web of interconnected ‘nodes’ and ‘links’. The nodes
represent the entities or facilities such as suppliers, distributors, factories and warehouses. The links
are the means by which the nodes are connected – these links may be physical flows, information
flows or financial flows. The vulnerability of a supply network is determined by the risk of failure of
these nodes and links.
As there will be potentially thousands of nodes and links the challenge to supply chain risk
management is to identify which of them are ‘mission critical’. In other words, how severe would the
effect of failure be on the performance of the supply chain? Companies need to be able to identify
the critical paths that must be managed and monitored to ensure continuity.

Critical paths are likely to have a number of characteristics:
• Long lead time, e.g. the time taken to replenish components from order to delivery.
• A single source of supply with no short-term alternative.
• Dependence on specific infrastructure, e.g. ports, transport modes or information systems.
• A high degree of concentration amongst suppliers and customers.
• Bottlenecks or ‘pinch points’ through which material or product must flow.
• High levels of identifiable risk (i.e. supply, demand, process, control and environmental risk).

To help in identifying where the priority should be placed in supply chain risk management a useful
tool is failure mode and effect analysis (FMEA). The purpose of FMEA is to provide a systematic
approach to identifying where in a complex system attention should be focused to reduce the risk of
failure. It is a tool more frequently associated with total quality management (TQM) but it is
especially applicable to supply chain risk management. FMEA begins by looking at each node and link
and asking three questions:
• What could go wrong?
• What effect would this failure have?
• What are the key causes of this failure?

The next step is to assess any possible failure opportunity against the following criteria:
• What is the severity of the effect of failure?
• How likely is this failure to occur?
• How likely is the failure to be detected?

Managing supply chain
risk
• A rating system such as
the one shown below is
then used to create a
combined priority score by
multiplying the three scores
together.

4 Manage the critical paths
Once the critical nodes and links have been identified the first question is how can the risk be
mitigated or removed? At its simplest this stage should involve the development of contingency plans
for actions to be taken in the event of failure. At the other extreme, re-engineering of the supply
chain may be necessary. Where possible statistical process control should be used to monitor the
critical stages along the pipeline.
‘Cause and effect’ analysis is another tool that can be used to identify the causes of problems with a
view to removing or avoiding the causes. It seeks to separate symptoms from causes by a process of
progressive questioning – sometimes known as ‘Asking ‘why’ – five times’

4 Manage the critical paths
If bottlenecks are the cause of the problem then decisions will have to be made about the options.
Can the bottlenecks be removed? Can they be reduced by adding capacity or by holding inventory?
Sometimes the bottleneck may be a key supplier that is capacity constrained. If alternative sources
are not available at short notice then it will be necessary to manage the bottleneck by carrying
strategic inventory to enable the flow through the downstream nodes to be maintained.
Whilst the drive for commonality of components and standardization of platforms in a manufacturing
context helps reduce complexity, as was noted earlier, it can also add to risk if the component or
platform comes from an external source. The case of Toyota described below highlights the potential
danger.

5 Improve network visibility
Many supply chains suffer from limited visibility. What this means is that a particular entity in the
network is not aware of the status of upstream and downstream operations of the levels and flow of
inventory as it progresses through the chain.
In such a situation it can often be weeks or months before problems become visible, by which time it
may be too late to take effective action. The often cited case study of Nokia and Ericsson
demonstrates the advantage that supply chain visibility can confer.

In March 2000 both Nokia and Ericsson were affected by a lightening strike on a semi-conductor
factory in New Mexico, USA. This Philips-owned factory supplied the two companies with radio
frequency chips for their mobile phones. The lightening strike caused a small fire leading to smoke
damage that led to a disruption in production of this critical component. Because of Nokia’s event
management capability it was alerted to the potential problem that this breakdown in supply would
entail. As a result it was able to take immediate action to find alternative sources of supply. On the
other hand, Ericsson was slow to recognize that there was a problem and failed to act soon enough.
As a result Ericsson lost significant sales revenue because of an inability to supply and soon
afterwards decided to cease in-house manufacture of mobile phones.

We referred in Chapter 9 to the potential of supply chain event management (SCEM) to enable better
identification of the occurrence of unplanned events (or the non-occurrence of planned events).
Tools such as these can significantly reduce supply chain uncertainty and thus reduce the need for
additional inventory buffers. Another emerging technology that is enabling dramatic improvements in
visibility is Radio Frequency Identification (RFID).
RFID tags enable a supply chain ‘track and trace’ capability to be created. Tags are either ‘active’ or
‘passive’. Active tags transmit information to receiving stations and passive tags are read by scanners
as they move through the chain. As the cost of these tags falls, and as more and more organizations
require their suppliers to use them, then the adoption of this technology will accelerate. The impact,
for example, of the decisions by Wal-Mart and the US Defense Department to utilize RFID has already
had an impact on the rate of adoption.

A parallel technological development that will greatly assist the global management of assets in the
supply chain is satellite tracking. Containers and trucks can be fitted with devices that enable the
geographical position of the asset to be monitored by satellite, including information on variables
such as temperature.
The challenge, as ever, is not technological but is the need to engender a greater willingness amongst
supply chain entities to share information with each other, even if that information may not always
be good news.

6 Establish a supply chain continuity team
All the foregoing stages in the supply chain risk management process require resources to undertake them. One way to
do this is to create a permanent supply chain continuity team.
Many companies already have business continuity teams in place but, as was suggested earlier, often their focus is
more limited and largely IT/IS focused. Other companies look at risk mainly from a financial perspective. All of these
activities are necessary and essential but the argument here is that these teams should be expanded in their scope to
take account of the fact that the biggest risk to business continuity lies in the wider supply chain.
Ideally these teams will be cross-functional and will have access to all the skills necessary to undertake the detailed
analysis and implementation involved in the supply chain risk management process. The team should maintain a ‘risk
register’, which identifies the possible points of vulnerability along with the actions that are to be taken to mitigate that
vulnerability.
To ensure that high priority is given to supply chain management, the team should report to a board-level executive –
ideally the supply chain director or vice-president if that person is on the board

7 Work with suppliers and customers
Given the complexity of most supply networks, how can risk be better managed upstream and
downstream of the focal firm? Ideally, if each entity in a network took responsibility for implementing
risk management procedures of the type advocated here with their immediate first tier suppliers and
customers then a far more resilient supply chain would emerge.
There are some good examples of collaborative working with both suppliers and customers to
develop a greater understanding of the potential vulnerabilities in specific industries. At BAe Systems
– a major aerospace company – they have a strategic supplier management process with about 200
key suppliers based upon an industry initiative ‘Supply Chain Relationships in Action’ (SCRIA). BAe put
small teams into these key suppliers to find ways of aligning supply chain processes and improving
visibility. With their biggest suppliers such as Rolls-Royce there is ongoing contact right up to board
level.

7 Work with suppliers and customers
This approach is akin to the idea of supplier development, which has been quite widely adopted in
the automotive sector. Going beyond this there is an opportunity to draw from the experience of
companies which have insisted that their suppliers meet rigorous quality standards in terms of the
products that they supply. The same practice could be applied in supply chain risk management by
requiring suppliers to monitor and manage their supply chain vulnerabilities. In this way a ‘snowball
effect’ might be achieved, with each supplier working with their first tier suppliers to implement
supply chain risk management procedures.
Target Stores, the North American retailer, requires its suppliers to sign an agreement that they will
comply with Target’s requirements on supply chain security and risk management. Pfizer, the
pharmaceutical company, also has clearly established performance standards for its suppliers in
terms of supply chain risk management which are audited continuously.

Achieving supply chain resilience
Because even the best managed supply chains will hit unexpected turbulence or be affected by events that
are impossible to forecast, it is critical that resilience be built into them. Resilience implies the ability of a
system to return to its original or desired state after being disturbed.5 Resilient processes are flexible and
agile and are able to change quickly. In this latter respect it is important to realize that velocity alone is not
enough – it is acceleration or the ability to ramp up or down quickly that matters so far as resilience is
concerned. Supply chain resilience also requires ‘slack’ at those critical points that constitute the limiting
factors to changes in the rate of flow.
Access to information as rapidly as possible is also a prerequisite for resilience as we observed in the case
of Nokia and Ericsson. Through collaborative working this information can be converted into supply chain
intelligence. Because networks have become more complex they will rapidly descend into chaos unless
they can be connected through shared information and knowledge. The aim is to create a supply chain
community whereby there is a greater visibility of upstream and downstream risk profiles (and change in
those profiles) and a shared commitment to mitigate and manage those risks.

Achieving supply chain resilience
Finally, supply chain resilience requires a recognition that when strategic decisions are taken, such as
relocating facilities or changing sources of supply, then the impact of those decisions on the supply
chain risk profile must be fully understood. Based upon that analysis it may be necessary to re-
engineer the supply chain, or parts of it, to ensure the mitigation or removal of that risk.

Chapter 10 Negotiation.pptx

More Related Content

Similar to Chapter 10 Negotiation.pptx (20)

More from Sheldon Byron (20)

Recently uploaded (20)

Chapter 10 Negotiation.pptx