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Help your Suppliers Shine

Reverse CRM to Succeed with Suppliers

Keeping projects on track during this crisis requires a resilient supply chain network. Most of us know the extraordinary benefits that CRM brought to Sales and Marketing organizations over the last decade. The time is right to introduce those technologies to procurement and supply chain and extend them to the other side of your firm’s value chain. We call this “Reverse CRM”, a strategy and platform which enables organizations to better manage risk and enhance the performance of suppliers and subcontractors.

Many procurement leaders we talk to describe three main challenges to their success. These challenges are now amplified by the current crises.

Challenge #1: Normal communication channels are disrupted both internally and with suppliers.

When more people are working from home the need for better communication, one that leaves more time for actual work (as opposed to more emails and zoom meetings…) that can enable faster decision making is paramount. Also, the simplicity to walk from your desk and visit one of your colleagues for a quick question or discussion is no longer an option.

Challenge #2: Concerned that supplier bankruptcies may impact the business.

More companies fear that even well-respected suppliers are fragile in time of crises. The ability to gain real-time visibility into the risks of bankruptcy, closure of a factory or bad management of your suppliers could influence your button line - shifts from important to critical and from a periodical to urgent and continuous.

Challenge #3: There is no company-wide view on which suppliers are performing best.

Data is scattered in emails and in different tools which makes it harder to gather and analyze on a regular basis. There is an abundant number of documents that relate to a supplier but no single view to capture and analyze these inputs into a proper summary of the supplier performance.

How does Reverse CRM platform help with the current challenges?

Salesforce helps the organization manage the relationship with their customers and prospects, present all the information they need on one screen so executives can spend less time digging through spreadsheets and close deals faster from anywhere. A Reverse CRM takes the guesswork out of managing your complex relationships with suppliers while making it simple and easy to maintain a dynamic view of your supplier's health.

LUPR is a Salesforce based, supplier relationship platform that was developed to help procurement teams manage their suppliers to excellence. The platform provides advanced tools to enhance collaboration among the procurement team, stakeholders, and suppliers. It automatically tracks emails, calls, and meetings and collects and sync key info right from your inbox. LUPR also provides a “sticky-note” style virtual board that allows the procurement team to easily see what tasks need to be completed and enables sharing real-time issues and status updates among all participants. Tag individuals, companies, and key personnel with capabilities, performance ratings, and supply needed, to make category assessments and finding the right supplier for a new contract easy.

Reverse CRM Automation enables dynamic status updates and alerts to replace the time-consuming preparation of static reports. It also tracks supplier performance, innovation, and delays and provides alerts when it exceeds the “normal level”. This proactive way of managing suppliers lowering the risks associated with supply chain management.

LUPR is built on the Salesforce Platform, which requires minimal training online. And more important, it can be implemented both on desktop or mobile devices for even more flexibility.

How do you think Reverse CRM can transform your supplier relationships? To learn more write to us or schedule a meeting with one of our supply chain experts.


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