12 Outsourcing
TEN POST-RFP STEPS FOR
SUCCESSFUL LOGISTICS OUTSOURCING
A comprehensive logistics outsourcing strategy coupled with a
well-executed request for proposal (RFP) does not necessarily
guarantee successful logistics outsourcing. The selected third
party logistics provider (3PL) must first be incorporated into its
client’s business. Furthermore, the embedding of solution and
provider does not cease at operational go-live, but continues
throughout the contract term.
M
any clients spend disproportionate is required, preventing commercially The 3PL should be introduced to key
amounts of budget and resource sensitive information from being client stakeholders to enable head office
during an outsourcing process in clearly discussed away from the agreed presence. The client should see the 3PL
defining a logistics strategy and running negotiation meetings. as the last point of contact with their
an RFP. Fundamental to the success The integration of the 3PL and customers. The relationships fostered
of the outsourcing is the integration, the client is an active process. The between 3PL and client at this point will
implementation and ongoing relationship involvement of independent advisers be the building blocks to the successful
with the 3PL. The steps described apply can allow the client to concentrate on short and long-term partnership.
on a regional, national or international ‘running the business’ whilst brokering
basis. This paper sets out ten key steps these crucial initial relationships.
that Accenture has developed to take a Commercial Facilitation
preferred 3PL from initial RFP selection
through to a successful, steady operation Knowledge of the 3PL The negotiation plan and timeline should
and commercially beneficial environment be set out by the client to maintain control
for both the client and 3PL (Figure 1). 3PL understanding is required by the over the proceedings. The contract
client and not only by the immediate framework should be agreed in advance
touch points. Knowledge will alleviate with the 3PL, detailing the individual
Structured Approach an individual’s fear of working alongside who owns each element of the contract
a 3PL. Business-wide education is and who that individual should face off
A strong planning and project required to understand the against in the 3PL. A meeting plan should
management approach to integration,
■
3PL be put in place segregating topics into
which involves all stakeholders, is
■
internal relationship and predefined meetings. Attendees of each
essential to successfully outsource on communication protocols meeting should be agreed to ensure that
time, to budget and to quality (Figure 2).
■
RFP decision the correct content knowledge is provided
The 3PL and client stakeholders should
■
3PL benefits. and that the person-marking principle
be matched and interface early after the is maintained. The correct sequence of
selection process, backed by a clear events is imperative to prevent rushed
plan that defines the implementation commercials, which often benefit the 3PL.
roadmap. Clear project governance
Supply Chain Europe June 2007
Page 1 Page 2 Page 3 Page 4 Page 5 Page 6 Page 7 Page 8 Page 9 Page 10 Page 11 Page 12 Page 13 Page 14 Page 15 Page 16 Page 17 Page 18 Page 19 Page 20 Page 21 Page 22 Page 23 Page 24 Page 25 Page 26 Page 27 Page 28 Page 29 Page 30 Page 31 Page 32 Page 33 Page 34 Page 35 Page 36 Page 37