CASE STUDY

The Five Pillars to Choosing Your Partner: Supplier Benchmarking for Financial Services Provider

Jul 20, 2021

What is Supplier Benchmarking and Why is it Crucial in the Financial Services Industry?

An evolving market compromises challenging competition, rising risks, frequent obstacles, and numerous opportunities for growth that require significant strategizing, planning, and analytics to efficiently leverage. The financial services industry has witnessed rapid evolution over recent decades due to increased urbanization, financial independence, and the rise of digitization. Financial services providers are now struggling to keep pace with their transforming market, and require resilient partnerships that help them achieve their targets and goals, which has given rise to the widespread use of supplier benchmarking and relationship management. Invest finances, expertise, and time in the efficient identification, development, and maintenance of robust business relationships can enable unparalleled success, sustainable growth, and a substantial strategic advantage in the financial services market. As companies continue to adjust to the changing and developing market trends, developments, and risks, the assistance and guidance of a strategically sound and data-driven partner can significantly minimize error, reduce losses, and improve efficiency. Supplier benchmarking helps companies identify the industry standard, choose their best fit suppliers, and leverage the ideal opportunities for growth. However, to successfully do so, companies must be aware of the important characteristics and criteria for choosing a partner.

What are the Five Pillars for Supplier Benchmarking?

Quality: Developing robust partnerships and business relationships requires a comprehensive understanding of target market needs, preferences, and demands, and the ability to meet or surpass standards established by key competitors and industry leaders. When choosing a partner, supplier benchmarking enables the identification and determination of clear quality standards, and helps companies choose partners that can meet industry standards. In a competitive market such as the financial services sector, quality of services and products, and differentiated offerings, surpass the attractiveness of price and accessibility for end-consumers, leading to the dire need to meet unparalleled standards, and stay ahead of competitors.

Price: A growing market often leads to a surge in costs, legal requirements, and supply chain demands, and companies may fail to account for this common development when searching for their best-fit suppliers. However, in the financial services market, there is potential for companies to find and partner with unparalleled suppliers that meet industry standards and offer improved prices. Internal efficiency, cost-reduction strategies, and a comprehensive understanding of market trends can provide suppliers with the resources to maintain low prices while meeting company and consumer demands. Supplier benchmarking provides companies with the necessary data to assess various suppliers, and choose those that offer the best prices for high-quality products and services.

Strategic Congruence: Maintaining a partnership is not limited to monetary, legal, and contractual congruency, and the lack of strategic congruence can often lead to major challenges, risks, and losses in the future for both parties. Strategic congruence involves an understanding of both parties’ goals, targets, and motivations, and mutual agreement on their structure, contract terms, offerings, and long-term business plans. Supplier benchmarking encourages researching and grasping the dynamics of the market, helps companies to identify and outline their targets and goals, and provide a transparent, robust, and in-depth understanding of their expectations to suppliers. This also helps achieve honest and trusting negotiations, and develop a robust foundation for the future business relationship.

Compliance Rates: While meeting quality, price, and strategic expectations is extremely crucial for businesses attempting to develop and maintain a partnership, it is equally important for companies to ensure that potential partners will comply with stipulated contract terms and clauses. When choosing a partner, companies must review previous client-supplier relationships, revisit compliance rates, and ensure that this potential business relationship will meet determined standards. Supplier benchmarking helps companies determine the right compliance rates, expectations, and potential stipulations, and conduct in-depth research regarding the ability and affinity of a particular supplier to meet said standards and terms.

Negotiations: The approach a company takes to negotiating, planning, and developing a contract can significantly alter the nature of a relationship. Simultaneously, the way a supplier plans, negotiates, and determines the terms and clauses of a contract makes a major impact on the sustainability, congruence, and success of a partnership. Supplier benchmarking helps companies assess the industry standard for negotiation, and establish a clear set of stipulations when entering into the pertaining discussions and interviews. Furthermore, it provides companies with the data required to develop a well-informed approach to negotiating, and enables a comprehensive understanding of the expectations, requirements, and standards that the supplier must meet.

Success Story

The financial services market has seen a dramatic shift from legacy systems to novel digital and technological approaches, and incurred major changes due to the development of cryptocurrencies, fintech, and digital banking platforms. As the world continues to transform, companies face a rising need to transform and change with advancing technologies and times, and often fail to find the right partners that can enable a comfortable and successful transition. Similarly struggling to meet the industry’s rapidly evolving standards, a financial services provider was struggling to find a partner that could meet the industry standards and technological needs required to keep pace with industry leaders and key competitors in their geographic location. To tackle this challenge, the company approached SpendEdge and chose to leverage our expertise in supplier benchmarking, and sought to choose the ideal partners for their business as they planned to expand services and increase their market share. With recommendations, advice, and guidance from our experts, the financial services provider was able to successfully develop a comprehensive understanding of their expectations and requirements, establish a clear scorecard and method of shortlisting and choosing potential partners, and flawlessly execute the same. With this data, the company successfully identified and chose partners that helped them surpass competitors, and meet industry standards with ease, while promoting their business goals, and overcoming the impact of the changing market.

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