Customer Buying Process

Major Milestones (MRG):

S0
Approval to Plan for Negotiation

S1
Approval to Negotiate

S2
Supply Agreement Approval

S3
Approval of Implementation Plan Deliverables:
Shared commitment, risk mitigation, profitability Mutual adherence to SA

1. Own scope, timing, and outcome of OEM Supply Agreement (SA) process

Account Leader

2. Initiate preplanning.

5. Lead development of negotiation plan

9. Coordinate logistics 12. Store approved 10. Brief negotiation team SA in legal on approved plan repository

15. Oversee implementation of SA

Planning / Analysis Team

3. Determine OEM type 4. Propose SA process & timing for OEM

6. Conduct analysis. Develop negotiation plan 7. Propose negotiation plan and support negotiation team during negotiations

Complete, timely, data- based negotiation plan

Negotiation Team

8. Support definition of negotiation plan

11. Use approved plan to negotiate SA with OEM and provide feedback to Planning Team

13. Define and implement SA communication plan (content, audience, timing) 14. Clearly understand SA content and implementation requirements 16. Implement SA and provide feedback to Planning and Negotiation teams

SA with shared commitment, risk mitigation, and profitability

Implementation Team

Mutual adherence to SA

Phases:

Pre-Planning

Planning & Analysis

Negotiation

Communication

Implementation