What Is Best Value Procurement?
Can You Quantify Value In “Best Value Procurement?”
PurchTips Edition #320 Click here for the printer-friendly version
A commonly-used term is “best value procurement.” In most cases where “best value procurement” is used, people use it to describe purchasing decisions where factors other than price are given “points” and used in determining the supplier to select.
That’s a fine methodology, which I refer to as “weighted average supplier scoring.” But, I argue that “best value procurement” should mean something more.
I believe that “value” is something that can be measured in financial terms. Value might be increased revenue. Value might be reduced cost. Or value might be a combination of the two. Regardless, “value” can and should be expressed in units of currency.
So, if one machine (Machine A) can help a company reduce its labor force by 10 people and, thus, its payroll by $500,000 per year for 10 years, then that machine has a value of $5,000,000. If a competing machine (Machine B) can help the same company reduce its labor force by 15 people and, thus, its payroll by $750,000 per year for 10 years, then that machine has a value of $7,500,000.
But those numbers alone wouldn’t tell you the “best value.” Because true “best value” factors in cost as well.
If, on a total cost basis, Machine A costs $2,000,000, then it has a value-to-cost ratio of 2.5 ($5,000,000 / $2,000,000 = 2.5). If Machine B costs $5,000,000, then it has a value-to-cost ratio of 1.5 ($7,500,000 / $5,000,000 = 1.5). Additionally, net value subtracts cost from value.
Both a higher value-to-cost ratio and higher net value are more attractive, so on a purely “best value” procurement decision, Machine A would be chosen. For best value procurement decisions to work well, all suppliers considered must meet minimum supplier qualification criteria, which may include factors like financial stability, service capability, quality requirements, etc. Those criteria are not subjectively ranked and scored – they are evaluated to ensure that they meet the high standards of the buying organization as a prerequisite to consideration.
Both true best value procurement and weighted average supplier scoring are legitimate procurement decision methods. So are decision-making methods based on low bids, reverse auction outcomes, lowest total cost of ownership analysis, and sourcing optimization.
The key is using the right method in the appropriate situation.
Want to get more procurement articles by email for free?
Members of the NLPA get great articles just like this by email every month. As a member, you will also get access to:
- The Procurement Training & Certification Starter Kit
- The latest Purchasing & Supply Management Salaries Report
- Leading-Edge Supply Management™ magazine
- Members-only webinars 10x per year
- And more!
And the best part is that membership in the NLPA is Free! Sign up today and you'll receive a username and password that will allow you to access all of the benefits that come with the NLPA membership.
Copyright 2015. This article is the property of the Next Level Purchasing Association and may not be copied or republished in any form without the express written consent of the Next Level Purchasing Association. Click here to request republishing permission.
By Charles Dominick, SPSM, SPSM2, SPSM3