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Slide 1: Business Consulting Services Price and total cost are the major focus points of procurement functions in relation to their suppliers. Which of the following best describes your site's relationship with suppliers? 100% 3% 7% 6% 2% 1% 16% 9% 11% 9% 22% 7% 7% 38% 26% Percent respondents 80% 12% 13% 13% 15% 13% 60% 40% 59% 47% 36% 41% 10% 20% 33% 18% 22% 5% 0% North America Western Europe A/NZ Japan India Focussed on total cost Focussed on delivery Source: IBM Institute for Business Value 2007 Focussed on price Focussed on capabilities Focussed on quality Other © Copyright IBM Corporation 2005