Case Studies
Transforming Procurement
Large Retailer in Latin America
Our client was growing fast, both in number of stores and same-store sales. But it was struggling to purchase enough quality products due to transactional supplier relationships, typically focused on costs and single purchase orders. We revised the procurement’s organization and supplier management key processes and metrics in order to transform relationships with key suppliers into strong partnerships. This enabled our client’s ambitious growth targets and generated a 5% EBIT increase.
Change Management
Automotive Manufacturer in Latin America
Aggressive and short-sighted procurement practices were compromising several aspects of our client’s business. We diagnosed the procurement negotiation culture and practices and prepared a transition plan to move from a win-lose to a win-win culture and develop collaborative relationships with suppliers and internal clients that will sustain ambitious growth and profitability targets.