Vet Your Suppliers! Good Stakeholder Relationships Will Boost Your Profits
Suppliers play a strategic role in your business because if they fail to deliver on time or with the required quality, they can cause delays in your organisation. These delays will inevitably have a knock-on effect to your customers.
How to ensure you get high quality suppliers
Best practice dictates that vetting procedures are in place that cover, at least:
- A review of the supplier’s financials to establish that the business has the financial means to remain sustainable and to deliver to its customers.
- The supplier has sound processes in place and the organisation is well managed.
- How long has the entity been in business? The longer the better.
- Get testimonials from the supplier’s current customers.
- Check for fraud and/or conflicts of interest. This involves establishing that none of your staff have undisclosed relationships with the supplier, that the supplier has no criminal record or any suspicious activities.
- See how the supplier responds to queries. You could call as “customer” of the supplier and see how they react to a problem.
- Check their social media platforms to ensure they are consistent with their marketplace persona.
- Culturally are they a good fit for your business? Do they have the same values as your organisation?
- Have in place ongoing processes to detect if there are any changes in the supplier’s organisation which could trigger further investigation.
Getting the most out of suppliers
In the new King IV Report there is a section on optimising stakeholder relationships by an “inclusive approach that balances the needs, interests and expectations of material stakeholders in the best interests of the organisation over time”.
This involves understanding what they want and ensuring there is a mutual relationship of trust which will last a long time and from which both parties will get the outcomes they want.
An honest, transparent relationship with your suppliers will bring good long term profit to your business.
Lean Times Ahead: 6 Steps to Help You through Them
“We have seen better days” (Shakespeare)
When you read that nearly 75% of the middle class experience financial difficulty and a similar percentage are in debt, it is time to worry.
Add to this the economic difficulties the country is going to experience flowing from the ratings downgrades and it will not be just the poor who will suffer but many middle class South Africans will also find themselves in a crisis.
The “phony war”
In the Second World War, the winter of 1939-1940 saw no activity but in the spring Nazi Germany blitzkrieged Europe and all hell broke loose – the “phony war” was over. It seems inevitable that our own “junk status phony war” will soon be over.
Don’t be fooled by the fact that the country has successfully weathered the first month or two of the downgrades. Remember that only our US Dollar denominated debt has been downgraded and this amounts to ten percent of South African bonds. The rating agency, Moody’s, has yet to decide whether or not it will also downgrade us to junk status. Even if we don’t get a downgrade from Moody’s now, it will probably come in the latter part of the year.
There are several rungs in the ladder below junk status. When this happens to a country its economic growth, currency, unemployment and investment show further declines. If South Africa takes no action to improve State Owned Enterprises and corruption, we will face such further downgrades.
6 steps to take and avoid
Lock down for the lean times with these –
- Don’t take on more debt to supplement monthly living. This amounts to postponing a day of reckoning which more debt will only worsen.
- Budget carefully and understand your spending patterns. For example, analyse the times when you spend unnecessary money and consciously avoid these occasions. Make a plan to cut spend and be disciplined about it.
- Plan to live below your current means. This may sound daunting but will enable you to become frugal. Some simple planning around your habits and strengths (if, for example, you are good with your hands, maintain your own car and home) will help you achieve this.
- If you succeed in either breaking even or saving money, think how it will improve your morale – just think of not waking up at 3 a.m. with a knot in your stomach as you worry about money.
- Learn to distinguish between a want and a need. Once you have done this, reduce or cut out things you want.
- The most important thing is realising your situation will get worse unless you cut costs. Then you must have the willpower to implement living frugally.
Employers: Help your staff through this
Why not share these ideas with your staff – not only can it help them navigate these choppy waters, but it will improve morale and productivity in your workforce.
You Need Independent Directors, not Herd Mentality
“Here’s to the crazy ones. The misfits. The rebels. The troublemakers. The round pegs in the square holes. The ones who see things differently.” (Steve Jobs when he was reinstated as CEO of Apple)
The Companies Act tasks directors to apprise themselves of company activities and make up their own minds as to how decisions should be taken. Strong governance structures should also exist in companies. This spirit of independence and good governance should infuse leadership so that the best interests of the company are safeguarded.
Yet when we look around today, we see State Owned Companies floundering and some multinational heavyweights like KPMG, SAP, McKinsey and Bell Pottinger in serious trouble.
“Surely” you ask “why didn’t some of their directors stop these disasters?”
The herd mentality trap
It is human nature to adopt a herd mentality particularly when there is a forceful and strong CEO. That is precisely why the framers of the Companies Act required independent leadership and good governance.
Good governance and leadership consists of demonstrating accountability, honesty, transparency and respect for all staff and stakeholders. You don’t need committees and red tape if your business is a small one – your leadership should demonstrate these characteristics.
It also pays to be a good listener as this trait curtails “leadership cults”. Encourage your managers and staff to challenge you.
Short term thinking often gets a business into trouble. Listen carefully to your independent thinkers.
