Pergamon
European Journal of Purchasing & Supply Management Vol 2, No 1, pp. 57-70, 1996
Copyright © 1996 Elsevier Science Ltd
Printed in Great Britain. All rights reserved
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Relational competence and
strategic procurement management
Towards an entrepreneurial and contractual theory
of the firm
Andrew Cox
The Centre for Strategic Procurement Management, University of Birmingham, Edgbaston,
Birmingham B15 2SQ, UK
This article explains what a strategic procurement management approach to effective business
strategy is. This proactive approach is contrasted with current reactive and simplistic
approaches to purchasing and supply management. A proactive approach to business
management requires firms to recognise that their boundaries need to constantly change in
response to consumer preferences; and, that the most effective operational tool for deciding
on the "effective boundaries" of the firm will be based on analysing types of relational competences. This approach links competences, relationships and asset specificity in order to procure
a supply and value chain which reduces the costs of transactions and improves profitability.
Keywords: strategy, procurement, competences, relationships, asset specificity
what is strategic procurement management and
how is it different from the traditional conception
of purchasing and supply management?
(b) how does one develop a proactive rather than
reactive approach to external resource management? and
(c) what is the proper relationship between theory
building, conceptualization and operational
practice?
In elaborating on these issues it will also be necessary to critically appraise some relatively new concepts
and ideas in the purchasing and supply literature. The
reason for doing this is that there is a danger of the
profession becoming confused with fashionable
concepts or ideas (fads). The danger with fads is that
they develop a life of their own. New concepts and
ideas are taken up by practitioners under pressure,
who need to demonstrate their 'state of the art' knowledge and expertise but who do not have the time to
assess the practical utility of a concept for their own
unique business environment. Often fads have not
been properly evaluated empirically before they are
touted as the latest 'cure-all' for every management
problem (New, 1994). The difficulty is that these fads
can, if not properly understood and rigorously
analysed, be implemented incorrectly or out of context
and can do far more harm than good. t TQM and BPR
are but two examples of this, and now, within purchasing and supply, we have our own candidates for fad
status in partnership sourcing, lean supply and network
sourcing.
This is a revised version of a paper presented to the First Worldwide
Research Symposium on Purchasing and Supply Chain Management,
College of Business, Arizona State University, Tempe, Arizona
(23-25 March 1995).
1An example of this myopia was indicated to me recently by a professional consultant who indicated that he had found one major company
in the USA that had partnerships for all and every type of external
relationship, irrespective of the specificity of the assets involved.
Introduction
This paper seeks to contribute to a better understanding of what causes firms to limit the boundaries of the
organization and to resist the vertical integration of all
aspects of production and supply. Necessarily, this task
involves a discussion of which types of external resource
management relationships firms ought to adopt and
under what circumstances. The second task of the paper
is to address the problematic of conceptualization and
theory building within the developing discipline of
purchasing and supply chain management. The key
conceptual issues to be addressed in this regard are:
(a)
57
A Cox
The major reason fads fail is that those who rush to
implement new concepts and ideas often fail to understand that the relationships which work successfully in
one business environment may not be as successful
when transplanted elsewhere. It follows from this that,
insofar as academic enquiry can aid business practice,
there is a special intellectual project which the
academic community must undertake to assist business
decision-making. This project is the development of a
coherent body of empirically verified knowledge
concerning which types of sourcing and supply
relationships might best be used under what circumstances, and with what costs and benefits to business
profitability.
To achieve this, however, it is first necessary to
define the range of external sourcing and supply
relationships which are theoretically possible for the
firm. This is analytically necessary before we can begin
to address the key question of under which circumstances and conditions are any of our theoretically
possible relationships 'fit for purpose'. Furthermore, in
specifying what is 'fit for purpose' we must focus
consistently on the underlying raison d'Otre of the firm.
I take this to be the creation of profit (or a margin)
within a particular market structure. As I shall argue,
however, many writers in the field seem to ignore this
defining criteria for the firm when they discuss supply
chain relationships--the relationships they discuss
often appear to be more important than the underlying purpose for which external contracts are placed in
the first place.
All too often one reads today about the opportunity
for purchasers to become the 'architects of the value
chain'2 or of purchasing being a 'win-win' relationship
(Bevan, 1988). It is difficult to understand what this
means in practice. If the management of a supply and
value chain is nothing more than seeking to make a
sustainable margin (or profit) for the firm, then everyone in the company has to be involved in the process,
not just purchasing. Team building and multi-functionality require an holistic approach to management, not
an inverted form of snobbery on the part of purchasing, as practitioners seek (and rightly so in my view) to
question functionalism within the firm. Furthermore,
since all contractual relationships, whether implicit or
explicit, are based on de facto or de jure power struggles over scarce resources, the idea that these internal
or external contracts can somehow become a 'win-win'
situation for everyone in the market, or even in equal
measure for all participants to a contract, is surely a
serious misunderstanding of reality.
But to say this now is to begin to develop my conclusion before I have laid out the argument which underpins it. The basic argument of this paper is that the
decision about which types of external resource
2This was the theme of the keynote address by Professor Dan Jones,
Cardiff Business School at the 3rd IPSERA Conference.
58
management relationships firms should use must
always be firmly grounded both in a theory of the firm
and in an understanding of how firms survive and
prosper through the management of their supply and
value chains. To pick one type of external relationship
and reify this above all others is a recipe for business
disaster and academic myopia. In the final analysis
firms must choose those internal and external relationships which best maximize business profitability and
not pick the latest fad and hope that it will cure all ills.
To say this is to argue that there are no short-cuts
to business success and that firms will only prosper if
they adopt a flexible and open approach to their internal and external resource management strategies. This
requires that we, as academics, develop a comprehensive understanding of the nature o f the firm and the
range of hypothetical external sourcing and supply
relationships which companies can use to procure for
themselves a sustainable position within a supply and
value chain.
Towards an entrepreneurial and contractual
theory of the firm
Before we can develop a theory of the firm which will
assist our understanding of how to develop successful
external resource management relationships for
business profitability, it is important to understand that
much of the current discussion about concepts in
purchasing and supply is based on an atheoretical and
unscientific approach to the development of knowledge. If the procurement profession is to be able to
develop robust concepts, which can then lead to the
creation of useful operational tools and techniques,
then it is first necessary to base these concepts on firm
theoretical foundations.
Unfortunately, like many nascent disciplines, the
current state of academic discourse in procurement is
best characterized as pre-scientific. What this means is
that practitioners, and the academics studying their
work, are aware that certain practices (historically in
the automobile industry) are innovative and capable of
achieving significant business benefit. The problem is
that it has not been established under which conditions
and for what circumstances these practices (like internal multi-functional team building, lean production
systems, external network sourcing, partnerships and
lean supply) are replicable across dissimilar industries
and firms. The consequence is that both academics and
practitioners are left to describe what has transparently
transformed the car industry, and to emphasize those
functional aspects of internal and external organizational change that have impacted, reactively, on the
traditional purchasing and supply function within car
firms. The problem with this approach is that it is
atheoretical. It is not linked in any way to a theoretical understanding of the firm and the proper role for
purchasing and supply (procurement) in the successful
Regional competence and strategic procurement
management of a business. It is proselytizing in a
theoretical void, in which practitioners and academics
who have studied the new developments in one industry attempt to discover if similar practices are occurring in other sectors and firms or, failing that, seek to
encourage practitioners in other firms and sectors to
implement similar approaches in order to test out the
validity of the successful tools and techniques utilized
elsewhere.
This approach can be termed 'barefoot empiricism' or
'systematic empiricism'. It is an approach which is
common in social science practice, but it has, correctly in
my view, been heavily criticized as a pseudo-science
(Wilier and Willer, 1973). While the space is not available here to discuss the epistemology of the social
sciences, it is important for academics in procurement to
recognize that robust concepts, which provide practical
and useful tools and techniques for operational application, can only be refined if they are first grounded in a
scientific approach. This approach must reject 'systematic empiricism' (or fad generation) in favour of abstractive reasoning, in which the nature of the firm and the
laws of motion and survival which sustain it are taken as
the starting points for theory building.
This theory building must start not from a reliance on
descriptive systematic observations of discrete events in
the real world, but with the testing of a genral law developed through inductive reasoning. By this means, empirical cases can be utilized to test the validity of a general
law or theory and, in so doing, ensure the development
of robust, predictive and operationally useful concepts,
tools and techniques. This abstractive approach to
theory building will allow the further development of
both theory (when cases disprove general rules and lead
either to adaptation or falsification and the development
of a new theory) and the creation of testable and operationally practicable concepts deduced from general laws.
Only by this method will it be possible to locate the
practical and theoretical utility of procurement as a subdiscipline within a more general theory of the firm and
business management.
Tables 1 and 2 provide a summary of the current side
of the art of procurement as a discipline and also
indicate the tasks that the profession faces as it
attempts to develop theoretical, conceptual and disciplinary rigour. It is clear from these tables that for the
profession to move forward there must be an attempt
to provide a theoretical clarification of the optimal role
for procurement within business management. Only by
this means will it be possible both to develop operationally practical concepts, tools and techniques and to
assess under which circumstances and conditions they
are 'fit for purpose'. This necessarily requires a
theoretical discussion of the range of optimal relationships the firm can have with its external environment.
Any discussion of the proper form of relationship
between the firm and its external environment must
start with an appraisal of the seminal work of
Table 1 Procurement as a pre-scientific discipline
Functional
Emphasis on procurement as a discrete
and autonomous function within the
organization. Tendency to functional
imperialism by practitioners and
academics
Reactive
Lack of awareness of optimality in
designing practical concepts, tools and
techniques. Tendency to react to 'given'
organizational problems, structures and
functional specifications and turf
Descriptive
Academic research focused on
describing what practitioners do in
discrete case studies. Inability to link
specific cases to general predictive rules
or laws of business success
Systematic Empiricism
Misguided reliance on evidence
speaking for itself. Untheoretical
research and the development of fads,
short-term fixes and dissatisfaction by
practitioners about the fruits of
academic knowledge
Atheoretical
An inability to provide any theoretical
specification of the optimal role of
procurement within an organization. An
inability to use abstractive reasoning to
test general laws based on inductive
reasoning
Table 2 Procurement as a scientific discipline
Business and
Market
Process
Specific
Clear awareness of the meaning of
"procurement' as a process or method
for achieving a 'sustainable position' for
an organization within specific supply
and value chains in particular discrete
markets
Proactive
An ability to use deductive reasoning to
construct optimal procurement
strategies, based on 'fit for purpose'
awareness of business and market
processes
Predictive
Robust concepts, with operationally
practical tools and techniques, which can
be used predictably in given market
circumstances to achieve specific
outcomes
Abstractive
Empirical analysis as the 'servant' of
theory building and testing rather than
as the 'master' of the scientific process.
Rejection of fads in favour of
systematic theory building to provide
general laws
Theoretical
The 'master' of the discipline. A clear
specification, which starts from
inductive reasoning, of the optimal role
for procurement in business
management. The use of empirical case
studies to test the utility of the theory
abstractively
Williamson (1979) on transaction cost analysis.
Williamson has laid the foundations for a procurement
discipline through his analysis of the factors that determine the internal and external boundaries of the firm.
59
A Cox
In summary, Williamson's work has questioned neoclassical views of the firm, which emphasize the role of
the firm as a system of production rather than of
exchange. By emphasizing the importance of transactions as a determining feature of the structure of the
firm, Williamson has shifted the focus towards the
notion that firms are best viewed as a nexus of
contracts (Aoki et al, 1990).
The importance of this interpretation is that it forces
us to address the possibility that firms are not given
entities existing as objects within a static market structure, but rather that they are potentially fluid and flexible constructs whose internal structures and external
boundaries may change as circumstances dictate and
opportunities require. Williamson's approach forces us
to ask what the proper boundaries of the firm are and
why they shift and change? His answer, of course, is
that particular forms of organization are best suited to
achieve particular business goals, because they result
in more or less efficient transaction costs. Thus, since
firms must seek to economize (or reduce costs) at all
times, successful strategies for firms must be those that
constantly address the issue of which type of internal
or external relationships are most useful to achieve a
particular purpose. Since the answer to this question
will vary under specific business circumstances and
contexts, the specific internal and external relationships (or contracts) that a firm implicitly or explicitly
creates will also be subject to change and adaptation.
What arises from this is an immediate realization
that the issue of whether to 'make or buy' is not
straight forward, it is always a problematic issue for the
firm (Williamson, 1990). In this view the firm is
conceptualized as nothing more than a 'governance
structure' in which the key strategic decision must be
to assess the relative efficacy of alternative means of
contracting amongst potential suppliers of goods and
services--both internal and external. The contractual
conundrum can, of course, be resolved either through
vertical integration or through outsourcing: they key
strategic decision for the firm is, then, to decide what
the boundaries should be between these two extremes
of internal or external contract. Williamson's answer to
this problem is to argue that the decision about internal or external contractual forms will almost always be
made by reference both to the 'scope for economizing',
and to the importance for the survival of the firm of
the specificity of the assets that are to be produced or
purchased for the survival of the firm.
He argues that the decision must '...align transactions (which differ in their attributes) with governance
structures (which differ in their costs and competences)
in a transaction cost economizing way' (Williamson,
1990, p 13).
The major drawback with this approach is that it
does not tell us how the firm should resolve the
problem of choice. Rather it poses a major challenge
to the profession to undertake the empirical research
60
that will allow us to ascertain under which circumstances and conditions internal or external contractual
relationships are more or less useful in achieving
lowest transaction costs. The reason for this is that,
while Williamson's work is seminal in focusing our
attention on the importance of the institutional structures and boundaries of the firm, his own explanation
of which transactions should be undertaken through
internal or external contractual forms is, arguably, less
compelling. The reason for this is his reliance on 'sunk
costs' as the defining criteria for asset specificity and
the decision as to whether goods or services should be
produced internally or externally.3
What do we mean by 'asset specificity'? Williamson
argues that the major reason that firms decide to carry
out activities internally or externally will be largely
based on the relative degree of asset specificity embedded in the relevant contractual relationship (Ricketts,
1974). Thus, if particular skills or services have high
asset specificity--in other words if they are well established and 'sunk' within the standard operating procedures and human assets of the organization--then these
activities will be undertaken internally. If, on the other
hand, the relevant transactions are not well established
or 'sunk' in the human assets of the firm, then there will
be a tendency for these transactions to be sourced
externally due to low asset specificity. This will be
particularly true if there is a low level of uncertainty
about the availability of the goods or services to be
produced. Middle order asset specificity transactions
where there are also relatively high levels of uncertainty
will lead to forms of sharing, cooperation and bilateral
relationships with external suppliers (Reve, 1990).
On the face of it this is a persuasive argument, but
there is a significant problem here both in theory and
practice. If we accept this view of the relationship
between transaction costs and asset specificity, it leads
us to conclude that firms are likely to be stuck within
particular operating structures and consequently
poorly placed to react responsively to strategic shifts in
market and competitive conditions. If firms must react
quickly and responsively to changing technology and
competitive market pressures, the decision about
whether to undertake transactions in-house or externally cannot be tied to a view of asset specificity that
is based on the 'sunk costs' of past transactions. This
is surely a recipe for inertia and myopia and, arguably,
bears little relationship to how successful firms react to
changing market signals in the real world.
Successful firms adapt and shift theft internal and
external structures and relationships in order to compete
for the future. This implies that the determining factors
behind asset specificity and transaction costs must be the
3I would like to thank Robin C a m m i s h of SmithKline B e e c h a m and
Jon H u g h e s of A D R Consultants for c o m m e n t s on an earlier draft
of this paper. The c o m m e n t s and advice of my colleagues, Dr David
Parker (on sunk costs) an Professor Kieron Walsh (on contracts)
have also greatly assisted m y thinking in writing this paper.
Regional competence and strategic procurement
relationship of the transactions to the competitive
position of the firm in the market. What is wrong, therefore, is not Williamson's notion that the degree of asset
specificity is crucial in determining whether relationships
will be internal or external, but rather his underlying
assumptions about what determines a successful strategy
for the firm. Implicit in Williamson's view is the idea that
firms are successful because of their ability to retain
human assets that have learned well-established routines
and practices that are very expensive to replicate by
others. This demonstrates that, despite his relatively
successful attempt to challenge neo-classical thinking,
some of its tentacles have been retained in his own analysis. What is needed is an approach to understanding asset
specificity that is embedded in an entrepreneurial rather
than a productive view of the firm.
This can, perhaps, be achieved by recourse to the
Austrian school as represented by the work of Kirzner.
Kirzner argues that an entrepreneur is any person (or
firm) who is alert to untapped or undeveloped possibilities for transactions that will generate a margin or
profit (Ricketts, 1994). It follows, therefore, that
successful individuals or firms (which are nothing more
than groups of individuals coming together to achieve
profitable exchange) will be those who are able to
create for themselves skills or a knowledge base that
will allow them to command a sustainable position
within a supply and value chain, which, in turn, allows
them to make a regular and sufficiently acceptable
margin or profit level. This may be through economizing (reducing transaction costs) on existing methods of
production and exchange, or through the development
of completely unforeseen opportunities for production
and exchange (reconfiguring transaction costs).
If one accepts this view of the firm, then our definition of asset specificity and its relationship to transaction costs will also need to be modified accordingly.
Under Williamson's initial interpretation, asset specificity is related to 'sunk costs' and the relative degree
of uncertainty in market relationships. Using an
entrepreneurial view of the firm, asset specificity can be
defined not in terms of existing 'sunk costs' but rather
in relation to whether or not the specific skills or knowledge of the organization contribute to the maintenance
or creation of sustainable positions for profit within
specific supply and value chains. In this interpretation,
therefore, the more a particular skill or knowlege base
contributes to the maintenance, or creation, of
profitability, the more it should be regarded as of high
asset specificity. When the skills or knowledge are not
key to the development of profitability, then the more
they can be regarded as of lower asset specificity.
This interpretation is linked directly to the idea that
firms have 'core competences' or skills that they must
defend at all costs if they are to survive and prosper in
a market-place (Hamel and Prahalad, 1994). Such core
skills or competences are always of high asset specificity,
because in their absence the firm is unable to retain
control of a sustainable position on a supply and value
chain. The example of IBM's relative failure in the PC
market testifies to the importance of this insight. IBM
came to believe that some of its expertise and skills
(building mainframe computer hardware and providing
expensive after-sales service) were the core competences of the firm. In fact, the core competence of the
firm was the ability to provide hardware and software
that processed data in ways customers thought was fit
for their purposes. When technology changed the conditions in the market, IBM effectively outsourced two of
its core competences--writing software programmes to
process data to Microsoft, and microchip technology to
Intel--and
concentrated
instead
on
producing
hardware. It can be argued that the skills and knowledge this required were not core competences in this
market, technology proved them to be assets of low or
medium specificity (Cox and Court, 1995).
This simple example provides, I believe, a clear insight
into how asset specificity should be defined. If we are to
understand why a firm must make some things and buy
others, and also help firms to understand which of the
myriad of skills, expertise and transactions available are
key to their success, then we must redefine asset specificity in terms of 'fitness for purpose' of skills, expertise
and transactions in achieving a sustainable position for
the firm in a supply and value chain. This approach I
have termed 'relational competence analysis'.
To accept this approach is to adopt an entrepreneurial
view of the firm and base it firmly within Williamson's
transactional and contractual scheme of analysis. Thus,
high asset specificity refers to the skills and expertise
that are the core competences of the firm in sustaining
their position to make profit in a market. These transactions should always be undertaken within the firm if
it is to retain its ability to make profits. Low asset specificity refers to those skills or expertise that are not key
to the success of the firm and can be outsourced to those
firms that are most competitive in the market o n a
relatively arms'-length basis. Medium asset specificity
refers to complementary skills or expertise that are
potentially significant to the sustainability of a firm's
role but are not core competences. Normally these skills
can be outsourced--although the type of contractual
relationship and the closeness of the transactions to the
firm used will be related to the relative degree of importance of the skills and expertise to the core competences
of the initial contracting firm.
Redefining asset specificity in this way provides us
with a more useful typology of external resource
management scenarios than is possible under
Williamson's initial formulation. This notion of
entrepreneurial, core competence, and 'fit for purpose'
asset specificity allows us to develop a heuristic model
of the determining factors relating to the boundaries of
the firm and to the forms of internal and external
contractual relationships that firms and individuals may
develop as they seek to create and to defend sustainable
61
A Cox
positions in markets. The work of Reve (1990) provides
an additional stimulus to our development of an
entrepreneurial and contractual theory of the firm.
Building on Williamson's work and combining this
with the insights of agency theory, Reve has gone most
of the way in defining a contractual theory of the firm.
In criticizing the static and overly determinist strategic
positioning model of Porter, Reve has also helped to
develop the entrepreneurial view of the firm. Reve's
argument is that Porter's model can only be a partial
theory of strategy, because it provides only a method
for competitively positioning the firm. Because this
theory is primarily based on raising barriers to
competitors who seek to enter the market, Reve
contends that it can only be a partial theory of management strategy and of the firm. What is needed according to Reve is an understanding of strategy as 'duality'.
By drawing on the work of Williamson and Teece,
Reve argues that strategy is '...the match between a
firm's unique resources and its relationship to an everchanging environment to attain its best performance'
(Reve, 1990, p 134). This is a major theoretical breakthrough, because it takes Williamson's view of transaction costs into the realms of 'core competence' and
'fit for purpose' asset specificity. In Reve's approach
firms have unique resources (core competences and
skills) that they must use responsively and with adaptability to meet the challenges of an ever changing
environment. Core competences are never 'sunk cost'
in this interpretation, they are clearly the skills that
allow firms to sustain a position within a market. As
Reve argues: '...The strategic core of a firm is represented by assets of high specificity which are necessary
to attain the firm's strategic goals ..... The strategic core
is the raison d'etre of the firm, defining its economic
rationale within an industry' (Reve, 1990, p 139); and
'The nexus of contracts view of organisations then
reduces to conceiving the firm as an efficient bundle of
skills and incentives. The skills are needed to reatise
economic opportunities, and the incentives make sure
that the skills are kept in place' (Reve, 1990, p 136).
By using transaction cost analysis, Reve is able to
argue that the core competences of the firm are
normally of four types: Site Specificity (Resource
Immobility), Physical Asset Specificity (Technological
Advantages), H u m a n Asset Specificity (Know How
Advantages), and Dedicated Assets (Specialized
Investments). It is these skills that a firm must defend
internally at all costs if it is to sustain a position on a
value and supply chain. Firms that undertake this
analysis and remain static face immense peril, however.
The strategic core of the firm may be successful this
year, but next year it may have very little value as
technology and competitive structures change. Reve
argues forcefully that the strategic core must be deliberately defined and redefined on a continuous basis.
This requires that the firm is always proactive in its
assessment of market opportunities and threats. But, it
62
also means that the firm must always be challenging its
existing standard operating procedures (SOPs) and the
internal and external contracts it has with individuals,
either as employees or as external firms. Relatedly,
what the efficient boundary of the firm should be will
also change over time and can never be taken as a
given. It will always be that organizational form of
economic governance that links internal and external
skills and expertise in such a way as to sustain the
firm's ability to generate a margin (profit) within a
supply and value chain.
A typology of external contractual relationships
If this is accepted it does provide us, as Reve shows,
with a most useful tool with which to begin to understand what should be done internally within the firm,
what should be outsourced, and under what contractual terms and conditions. If a firm is to survive and
prosper, then core skills, as defined by their relevance
to the sustainability of a margin, will always be
controlled through internal contracts. Complementary
skills of medium asset specificity will be outsourced
through close external contracts based on various
forms of alliance. Low asset specificity skills will be
outsourced through arms'-length contracts using
competitive market signals. Thus, 'the properties of the
transaction determine what constitutes the efficient
boundary of the firm' (Reve, 1990, p 144).
This is demonstrated schematically in Figure 1.
NATURE OF ASSET
SPECIFICITY AND
COMPETENCE
TYPE OF CONTRACTUAL
RELATIONSHIPS
HIGH ASSET SPECIFICITY
INTERNAL CONTRACTS
I AND INCENTIVES
(CORE COMPETENCES)
MERGERS ACQUISITIONS
RELATIVELY HIGH
I
i
M]EDIUM ASSET
SPECIFICITY
VARIABLE
BOUNDARY
OF TH]E
FIRM
STRATEGIC SUPPLIER
, ALLIANCES
NETWORK SOURCING
(COMPLEMENTARY
COMPETENCES)
SINGLE SOURCING
PREFERRED SUPPLIERS
FIXED
[
BOUNDARY
OF THE
FIRM
RELATIVELY LOW
LOW ASSET
SPECIFICITY
p
ADVERSARIAL
LEVERAGE
(RESIDUAL COMPETENCES)
Figure 1 A typology of internal and external contractual
relationships
Regional competence and strategic procurement
LOW
ASSET
SPECIFICITY
MEDIUM ASSET SPECIFICITY
HIGH
ASSET
SPECIFICITY
(VARIABLE BOUNDARY OF THE FIRM EXTERNALLY)
q
PARTNERSHIP RELATIONSHIPS
4
ARMSLENGTHPARTNERSHIPS
M
E
R
INTERNAL
CONTRACTS
STRATEGIC
SUPPLIER
ALLIANCES
NETWORK
SOURCING
SINGLE
SOURCING
PREFERRED
SUPPLIERS
NEGOTIATED
JOINT
VENTURE
NEGOTIATED
SINGLE
SOURCED
VERTICAL
INTEGRATION
THROUGH
MULTIPLE
PARTNERSHIPS
NEGOTIATED
SINGLE
SOURCED
SUPPLIER
RESTRICTED
N U M B E R OF
SUPPLIERS
ADVERSARIAL
LEVERAGES
OF
THE
MULTIPLE
SUPPLIERS IN
COMPETITIVE
MARKETS
F
R
I
M
Figure 2 A continuum of asset specific external contractual forms
EXTERNAL CONTRACTS
MEDIUM ASSET SPECIFICITY
LOW ASSET
SPECIFICITY
INTERNAL CONTRACTS
HIGH ASSET SPECIFICITY
STRATEGIC
ALLIANCES
NETWORK
SOURCING
SINGLE
SOURCING
PREFERRED
SUPPLIER
ADVERSARIAL
LEVERAGE
ARMSLENGTH
F
PARTNERSHIPRELATIONSHIPS
RESIDUAL
COMPETENCES
COMPLEMENTARY COMPETENCES
RELATIVE DEGREE OF STRATEGIC IMPORTANCE
LOW
~
TO CORE COMPETENCES
CORE COMPETENCES
HIGH
Figure 3 A step-ladder of external and internal contractual relationships
W h a t Figure 1 shows is that there is a grey area for
firms in terms of the types of contractual relationships
they should have between relatively high and low asset
specific skills. U n d e r high asset specificity and core
competences the form of contract is c l e a r - - i t must be
internal to the organization. For low asset specific
goods and services that represent residual competences, the contracts will be external and can be adversarial and based on competitive m a r k e t criteria.
The real problem for ascertaining what the efficient
boundary of the firm should be arises, of course, for
medium asset specific goods and services. These complementary competences require differential treatment,
because the nearer they are to the core competences of
the firm, the more the firm will have to consider vertical
integration through merger and acquisition. The further
away from the core competences of the firm, the less
there is a need for medium asset specific skills to be vertically integrated. This insight allows us to develop a range
of hypothetically possible external contractual relationships. These are defined on a continuum as shown in
Figure 2 and as a step-ladder as shown in Figure 3.
63
A Cox
The placing of a particular relationship on both the
continuum and the step-ladder is determined by the
degree to which firms can operate at relative arms'length in their external contractual relationships, as
against their desire to vertically integrate the production of goods or services internally. At the same time,
the position of a relationship on the continuum and the
step-ladder is also differentiated in terms of the
relative degree of power between participants, and the
relative ownership that partners to external contracts
have in the eventual goods or services that are
produced from the contractual relationship.
Thus, the closer market competences are to low
asset specificity, the more likely it is that there will be
several, if not a multitude, of potential suppliers for a
given product or service. The more the competences
approximate to core competences of high asset specificity, then the greater the likelihood that external
relationships may lead to merger and acquisition or,
failing that, result in very close, single sourced negotiated contracts in which both parties have some clear
ownership rights in the goods or services produced.
The basic definition of each type of asset specific external contractual relationship is provided below.
Adversarial leverage
This is the most commonly understood form of external contractual relationship. This form of relationship
is always arms'-length, and the recipient of leverage is
in a dependent situation in terms of power. The prime
contractor is always in the position of being able to
choose alternative sources of supply because there are
multiple sources of supply, and relative certainty about
replacement goods and services from alternative
suppliers. Consequently the supplier has no ownership
rights over the goods or services produced.
Preferred suppliers
These are suppliers who are judged to be the best to
provide complementary goods or services that are of
medium asset specificity, but which are at the lower
end of the continuum or ladder or strategic importance
to the firm. Given the relatively low level of importance of these goods and services, the firm will
normally choose a restricted number of suppliers after
using forms of vendor rating and accreditation.
Single sourcing
This concept refers properly, in terms of the analysis
presented here, to the supply of medium asset specific,
complementary goods or services which are of increasing sensitivity to the core competences of the firm. The
most significant analytic distinction, of course, is that
single sourcing--if it is to be analytically and conceptually distinct from other forms of external contracti n g - m u s t refer to single sourced and negotiated
external contracts where there is also a blurring of
ownership and power relationships.
64
The distinction here is not that firms are deciding to
have a single sourced relationship with a preferred
supplier, who is granted a relatively permanent preferential relationship for a variety of tasks. The aim here
is clearly to reduce transaction costs and economize
but without the costs associated with vertical integration. Single sourcing will only be practical, therefore,
when the goods or services to be purchased are of
relatively high strategic importance for the firm.
Network sourcing and partnerships
It follows from this that, before a merger or acquisition vertically integrates the external production of
goods or services into a firm, there is, theoretically, a
final stage at which it is possible to create a hybrid
form of business organization. This is the ultimate
extension of external partnership without vertical
integration.
Network sourcing is the idea that it is possible to
create a virtual company at all levels of the supply
chain by engineering multiple-tiered partnership
relationships at each stage, but without moving to
vertical integration. In this way, a first-tier supplier
who controls an extremely important medium asset
specific expertise for the prime contractor has a
partnership with the prime contractor in the value
chain and then develops partnerships with those
second-tier suppliers who find themselves in the same
position. This chain reaction can then be passed down
the supply chain.
Obviously, at each level of the supply and value
chain each supplier will have to choose those specific
external contractual relationships that are 'fit for
purpose'. Nevertheless, the idea of network sourcing is
clearly one in which the prime contracting firm acts as
a locomotive for the reduction of transaction costs
within the total supply and value chain. This is
achieved by building serial and multiple partnerships,
based on performance criteria attached to cost reduction targets, with those suppliers of medium asset
specific goods and services that are most closely linked
to the core competences of the firm. The idea is that
firms at each stage will then 'pass the parcel' by
informing and educating others at each level of the
supply chain. The aim is to achieve cost reductions by
achieving vertical integration through multiple and
serial joint ventures at all levels of the supply chain.
Clearly, under such a supply and value chain
relationship the issues of ownership, control and power
become incredibly blurred and confused. It is likely,
therefore, that such network sourcing relationships will
only be possible in mature industries where asset specificity is constantly being reduced and multiple and
serial sub-contracting is thereby facilitated. It is important to recognize, however, that the real benefit of
network sourcing is that those firms which are the
gatekeepers of particular supply and value chains are
in a position, short of joint ventures and vertical
Regional competence and strategic procurement
integration, to massively shape and influence the multiple tiers of the supply chain if they use their influence
to cascade 'best practice' and 'fit for purpose'
techniques through the supply chain. This will be based
on finding partners who are interested in collaborative
forms of sourcing rather than adversarial forms.
It will seem strange to some readers that this typology does not provide a specific conceptual staging post
for 'partnership sourcing'. This is a deliberate choice
and not an oversight. The reasons 'partnership sourcing' is excluded directly from this theoretical typology
are twofold. First, partnership can, theoretically, refer
to a range of relationships--from 50/50 joint ownership
through to preferential sourcing in which there is no
ownership whatsoever by the suppliers, but in which
the preferred supplier recognizes that there is a shared
and collaborative relationship within a competitive
market structure. In these circumstances, the concept
is generic and refers to a complex range of dissimilar
collaborative relationships. In this sense it does not
define a unique supply relationship at all. Secondly the
term has been so misused and misunderstood by
practitioners and academics alike that it serves little
purpose to further confuse the profession by linking it
to one specific or particular form of collaborative
sourcing here. It is best left as a general catch-all term
referring to all forms of collaborative rather than
adversarial
sourcing
relationships.
Partnership
relationships are, therefore, only used in Figures 2, 3
and 4 to refer to collaborative procurement forms in
general. 4
Strategic supplier alliances
These are negotiated, single sourced relationships with
a supplier of a complementary product or service.
These are classically referred to as joint ventures,
because they normally involve the development of a
much closer relationship that is negotiated between the
main contracting firm and a complementary supplier.
This will normally take the form of a joint venture
based on joint ownership of the final product or
service. It will also create a completely new and
independent legal entity or organization, which is
separate from the firms making up the alliance.
The relationship here is closer than under other
forms of supplier contracting because the power in the
relationship is based on equivalence. The negotiated
contractual relationship will lead to the development
of a product or service over which both parties have
some proprietary claim. The claim may not be 50/50,
but the defining characteristics of a bilateral strategic
alliance are that the degree of complementarity is
4This reasoning owes a great deal to discussion with Neill Irwin and
Michael Wilkins at Partnership Sourcing Ltd about how they
conceive their own role in developing sourcing relationships. The
arguments presented here are, however, mine alone and ought not
to be attributed to Partnership Sourcing Ltd in any way whatsoever.
extremely high, and the ownership and power relationship within the contract is less clear cut than with other
more arms'-length supplier contracts. This is the final
stage before a firm considers the complementarity to
be so important that vertical integration through
merger and acquisition is undertaken.
Strategic procurement management, relational
competence analysis and proactivity
It is interesting that the most striking examples of
network sourcing have been found in the automotive
industry, which is an extremely mature industry (Hines,
1994). It is also true that much of the most stimulating
writing about external contractual relationships in
recent years, which has led to the development of
concepts like partnership sourcing and lean supply, has
come from academics and practitioners learning lessons
from the experiences of prime contracting firms in the
world car industry (Lamming, 1993, 1995; Robertson,
1995; Womack et al, 1990). There is, however, a danger
here. If it is the case that network sourcing is only possible in mature industries, and if partnership sourcing
refers only to a range of external collaborative contractual relationships, then we must be careful about assuming that these forms of external contract will be 'fit for
purpose' in every and all external supply circumstances.
The danger at the moment is that there appears to
be a tendency amongst some writers in the profession
to ignore this fact. There is a tendency to assume
instead that there is somehow a best type of external
relationship, which, if it is properly understood and
implemented, will lead to lower costs, improved quality
and higher profitability. This viewpoint can be defined
as follows: 'Leverage bad, partnership good, networks
better, lean supply best'.
The essential argument of this paper is that lean
supply is not an end state it is what proactive firms
must do at all times. In attempting to achieve lean
supply then sensible firms will use whichever external
relationships--from leverage to partnerships and
networks--provide them with the greatest competitive
and profit-making advantage. It is important to recognize this, because some practitioners are already beginning to become jaundiced about the assumption that
lean supply is an end state. The problem is that, while
writers may believe it, or normatively want it to be
true, practitioners know it does not accord with
business reality.
When there is a conflict between academic proselytizing and practical reality, then it behoves academics
to go back to the drawing board. This is what this
article attempts to do. As I have argued above, we
cannot claim, on an a priori basis, that any one form
of external contractual relationship is superior to all
others. The proper role for the academic is not to sell
fads, but to first ascertain the full range of hypothetical relationships that are theoretically possible, and
65
A Cox
then to begin the process of outlining those variables
that are potentially the most significant in shaping the
relative utility of particular relationships in discrete
business contexts.
This view may appear, at first sight, to undermine
much of the pathbreaking work that some academics
and practitioners have accomplished in raising the
profile and importance of purchasing and supply within
the business community. To counsel caution is not,
however, to deny the importance of external resource
management for business success. Rather it is to say
that, in order to develop a mature profession, we need
to regroup before taking the next steps forward. This
regrouping must first involve the development of a
properly understood theoretical framework, with
which to analyse the costs and benefits of external
contracts and relationships under varying business
conditions. Secondly, it must lead to the development
of a coherent body of empirically verified knowledge
about which external relationships and contracts are
'fit for purpose' and under which conditions. Thirdly,
it must involve linking these insights, and the unique
competences of those trained in purchasing and supply,
to the strategic management of the firm.
When one adopts this view, then the agenda for the
future is both clear and immensely challenging for the
purchasing and supply profession. The reason is that,
if we begin to conceptualize the firm as a 'nexus of
contracts' as described above, then the role of those
trained in analysing, framing and negotiating contracts
becomes key to the strategic management of the firm
as a whole. If the firm is nothing more than a conduit
through which consumer preferences and wants are
satisfied by engineering goods and services along
supply and value chains, then those trained in understanding contracts and margins will have a comparative
advantage as firms throw off their neo-classical production shackles and confront a world of core competences, asset specificity and transaction costs.
The future role for those trained in negotiation,
contracting and incentives will, if the analysis
presented here is correct, be of immense importance
for the future success of firms. This arises primarily
from the insights of transaction cost and agency theory,
and the realization that the boundaries of the firm are
not, or should not be, fixed in time or space. Rather,
firms are best seen as transitional phenomena in which
those who control the core competences of the firm,
financially and politically, have to constantly analyse
the relative efficacy of existing internal and external
contracts in sustaining a profitable position within
specific supply and value chains.
This means that in the future there will be a definite
need for professional managers trained in the arts of
assessing the relative costs and benefits of internal and
external contracts for the successful achievement of a
sustainable position on specific supply and value
chains. The skills that will be required will be those of
66
assessing which contractual relationships--both internal and external--are most 'fit for purpose' in achieving reductions in costs and improvements in value and
quality. This professional expertise can be best
described as the value, quality and cost (VQC)
approach. It applies to internal contracts within the
organization as much as it does to external contracts
and relationships. It will require an end to functionality--amongst purchasing professionals as well as
others--and an emphasis on the constant re-engineering of the relationship between core competences and
external and internal relationships in order to sustain
a profitable margin. The conceptual tool that can be
used to achieve this flexible approach to business
management, and that has been outlined in summary
here, is known as 'relational competence analysis'.
This approach is only part of what ought to become
the .discipline of strategic procurement management, to
distinguish it from the reactive and primarily external
focus of traditional purchasing and supply management. It is but one of the tools which a more self-confident profession will be able to develop if it can only
reject the pre-scientific ways of the past and embrace
the scientific and theoretically predictive path to the
future. The basic structure of a strategic approach to
procurement management is presented schematically
in Figure 4.
Building on Reve's (1990) own attempt to create a
new strategic approach to management, which links
value chain positioning with contract theory, we are
now in a position to outline what a strategic approach
to procurement management might look like. The first
point to make is that strategic procurement management (SPM) can never be reactive, it must always be
proactive. This means that SPM must always be
focused on the ultimate role of the firm. This is taken
to be the engineering of a sustainable position for an
individual or individuals on a supply and value chain
which provides opportunities for the development of
an acceptable margin or profit. In the final analysis, the
goal of SPM is about making money, nothing else.
Achieving this, however, is more difficult than it
seems because many companies simply do not understand, or have lost sight of the fact, that they are in
business to make money. This is often a result of the
bureaucratization of business, as firms become more
successful and grow in size. Under these conditions,
employees often become more concerned with redistribution than accumulation, as politics and internal
conflicts over scarce resources dominate day to day
affairs. Attempts to reform the dysfunctional aspects of
internal standard operating procedures (SOPs)
through TQM and BPR techniques are, however,
doomed to failure, unless they first start from the
raison d'etre of the firm--making money. The SPM
approach, outlined in Figure 4, consciously attempts to
achieve this by linking market and value chain
positioning to the internal and external contractual
U~mate Downsl~eam
Boundary of the Firm
li~i~]
Uitirnate Upstream Boundary
of the Firm
l
~owo.~.m E~ema, ~mao° M~na0emoo,
SUSTAINING EFFECTIVE DEMAND
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HE FIRM
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LEAN SUPPLY
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I .............
i ALLIANCES
STRATEGIC
ALLIANCES
ALLIANCES
W1TH
Ultimate
Consumers
COMPETITORS
I
I
COMPLEMENTARY ALLI/~NCES
UPSTREAM
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BOUNDARY
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I NETWORK
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i
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COMPLEMENTARy COMPETENCES
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Expressed
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)-ACTIVE STRATEGIC DEMI
MANAGEMENT AND VALUE
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~EXTERNA~ CONTRACTS
,o/,°
"
\
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/
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SUPPLY MANAGEMENT
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EXTERNAL C~ONTRACTS
i
i
i
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i
"Fitf~, purpose"
External Procurement Management
i
i
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Internal Procurement Management
i
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External Procurement Management
r
i
i
MARKET AND VALUE CHAIN POSITIONING
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Figure 4 Strategic procurement management, the firm and the market
---.3
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80%
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50%
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Figure 5 A hypothetical m a r k e t and value chain positioning m o d e l
ADDED
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Regional competence and strategic procurement
relationships which underpin the firm as a business
unit.
The first task in an SPM approach is to undertake
value chain positioning (VCP). Value chain processing
refers to the process by which the key decision-makers
within a firm consciously undertake market positioning
through an analysis of the totality of supply and value
relationships within their markets. This is achieved
through the use of 'margin-cost analysis'. Figure 5
provides an example, hypothetically, of what such a
model might look like. The model is an attempt to
understand what the relationship is between the value
added which any firm achieves in the market, and its
profit margin. The use of this tool is crucially important if firms are to develop a successful SPM approach,
because without a thorough understanding of who adds
value and what profit margins are, it is difficult for
firms to adopt a strategic approach to their businesses.
Thus, the key decision-makers of the firm must
always be proactively seeking to understand how costs
and value are created in their own supply and value
chains, and in relation to their competitors. This is
why, in Figure 4, market positioning is consciously
linked with the management of internal and external
contractual relationships. It is essential that firms are
continuously aware of the possibilities and opportunities for engineering profit by moving up and down
their respective supply and value chains, or by reconfiguring existing supply markets to create new product
and service opportunities.
The unique approach that SPM can bring to the
creation of a sustainable profitable advantage is the
realization that the key tasks for strategic decisionmaking are: first, to ascertain what the efficient boundaries of the firm are so that they can be created to
reduce transaction costs and improve quality and value
(relational competence analysis), and, secondly, to
recognize that achieving this may well require collaborative as well as competitive relationships. This brings
us full circle to our earlier discussion of the relative
importance of internal and external contractual
relationships for a theory of the firm. The SPM
approach consciously recognizes that the boundaries of
the firm are not fixed in time or place, and that what
the efficient boundaries of the firm might be is an
empirical not a normative question.
Thus, as outlined in Figure 4, the SPM approach
recognizes that for a firm to achieve sustainable,
profitable advantage it must constantly assess the
relative utility of a range of collaborative and competitive external contractual relationships. In assessing
their utility, it is not possible for the firm to declare that
one form of relationship is superior to another. On the
contrary, which form of relationship is 'fit for purpose'
can only be ascertained by reference to the overall
strategic goals of the firm in terms of its market and
value positioning objectives. The role for the manager
trained in SPM techniques is, however, transparent: it
is the proactive engineering of value (or a profit
margin) through the use of relational competence
techniques on both the existing and the potential internal and external contractual relationships of the firm.
If this definition is accepted, then a new and
challenging world beckons for the traditional purchasing and supply profession. As Figure 4 indicates, strategic procurement management cannot be defined, as
purchasing and supply used to be, in relation to
upstream external supply management alone. On the
contrary, the engineering of value requires that practitioners must be involved in all aspects of corporate
decision-making.
While there is no space here to elaborate this in
detail, Figure 4 indicates the potential scope of the
SPM approach for business decision-making. The
historic focus of purchasing and supply, on lean supply
considerations and the proper external management of
the vendor base, is retained--with the important
caveat that the choice of external contractual relationships on the supply side must be informed, at all times,
by an awareness of asset specificity and the notion of
'fit for purpose' in achieving a sustainable profit
margin. Most challenging for the embryonic profession, however, are the new opportunities which an
entrepreneurial and contractual approach to strategy
offers in terms of the effective management of
downstream external demand, and a pivotal role in
internal relational competences analysis, focused on
the creation of lean enterprise.
Though space precludes a more detailed discussion,
it is clear that the SPM approach requires the same
degree of flexibility and proactivity with regard to the
management of effective demand as is required for
external supply relationships. Not surprisingly, using
the contractual and entrepreneurial methodology
outlined here, it is evident that external demand
management involves the engineering of similar types
of competitive and collaborative relationships with
customers and clients. But here lies one of the major
problems with business organizations. There is nearly
always a disjuncture between what the sales and
marketing sides of the firm perceive their roles to be,
and what purchasing and supply think it should be, and
vice versa. Only strategic procurement management
can overcome this disjuncture because only this
approach eschews business functionality to recognize
the centrality of value chain and market positioning as
the keys to business strategy.
The third key focus of the SPM approach must,
therefore, be the development of an extended
relational competence approach to the creation of'a
lean enterprise (Womack and Jones, 1994). It is not
possible here to elaborate in detail how this can be
achieved, although I have discussed this elsewhere
(Cox, 1995), but it is clear that a contractual approach
to the efficient boundaries of the firm, which emphasizes core competences, transaction costs analysis and
69
A Cox
asset specificity, is the key to engineering value for the
lean enterprise. Such an awareness offers the traditional purchasing and supply professions a major
challenge in the future. This challenge is that successful firms will adopt a strategic approach to procurement management and, in so doing, major
opportunities will become evident for those who can
seize the time and develop their skills. For those who
do not, this focusing by firms on proactive value
engineering within the total business context, rather
than on reactive and adversarial purchasing, may well
be the harbinger of doom as the traditional role of
purchasing in the functional firm gives way to the
multi-functional lean enterprise of the future.
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