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Global Sourcing. Opportunities for the Future China, India, Eastern Europe –– How to Benefit from the Potential of International Procurement

  • ID: 2216591
  • Book
  • June 2006
  • Region: Global, China, Europe, India
  • 225 Pages
  • John Wiley and Sons Ltd
The political and economic opening up of India, China, Turkey and the eastern European states have led to a change in competition on the world′s markets. These countries are already considered attractive procurement markets, especially by European companies.

However, global sourcing can mean hidden costs for those who are unaware of the international markets and their modes of operation.

In this book, Gerd Kerkhoff proves that companies can still be successful in their global sourcing – despite the risks involved. He shows which goods and services are suited to global sourcing and introduces the key procurement markets and their strengths. Concrete examples illustrate how international buying can be successfully planned.

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Chapter 1: A World without Borders.

Politics charts the path.

Dynamic development processes in the economy.

Significant changes in society.

Germany: Example of a Western Economy slowly adapting to globalization.

Large backlog in Western society.

Globalization cannot be held back any more.

Chapter 2: Global Sourcing Procuring from all over the World.

What exactly is global sourcing?

What opportunities and challenges does global sourcing offer?

What differentiates global sourcing from other sourcing strategies?

What does a global sourcing process look like?

How do successful companies profit from global sourcing? Four case studies.

What general conditions are required for efficient global sourcing?

Chapter 3: Global Sourcing The Most Attractive Regions for International Procurement.

The most important criteria when selecting the country.

The most significant tools for country assessment.

Sourcing market China.

Sourcing market India.

Sourcing market Turkey.

Sourcing market Eastern Europe.

Chapter 4: Global Sourcing as a Profit Booster.

Which products are suitable for global sourcing?

Is your purchasing department correctly positioned for global sourcing?

Operational procurement An unavoidable routine.

Strategic procurement management Basis for profitable growth.

Self–test: How well is your purchasing organization positioned?

Comprehensive data collection Clear decision for or against global sourcing.

Detailed product specification Prerequisite for comparable offers.

Which country is suitable for which products.

Sourcing market research The first step towards finding an optimal supplier.

From supplier information to Best–in–Class supplier for global sourcing.

Visits to suppliers The final decision for a foreign partner.

The final selection of suppliers.

Procurement controlling Basis for sustainable success in global sourcing.

Purchasing organization Target–oriented distribution of tasks during global sourcing.

Chapter 5: Legal Aspects of Global Sourcing.

Assessment of country and debtor risk.

Basic elements of a global sourcing contract.

The significance on global sourcing of the UN Convention on Contracts for the International Sale of Goods.

Agreements on default.

Payment terms.


Enforcement of claims in international business.

Chapter 6: How Global Sourcing Promotes Profitable Growth and Increases the Shareholder Value.

How does global sourcing influence the rating based on the Basel II guidelines?

How global sourcing additionally illuminates the profit and loss statement.

Global sourcing as a growth booster.

Global sourcing as a value enhancement instrument for private equity houses.

Global sourcing in the case of listed companies positive effects on the shareholder value.


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Gerd Kerkhoff is managing director of Kerkhoff Consulting GmbH, the leading consultants specialized in optimizing procurement. His clients include DAX–listed companies as well as SMEs. He is also recommended by, among others, the larger German banks.
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