UniCredit Group: Three countries under one (procurement) roof
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“We have been working with ARAIA for several years – with very positive and value-creating results. All ARAIA staff members, without exception, are specialists in their field, whether it is sourcing or procurement. In contrast to competitors, ARAIA focuses on continuous support for project implementation. Instead of designing glossy overhead transparencies, ARAIA intensively works together with our staff members and supports them in implementing innovations.” Dr. Ernst Schmid, Purchasing Director, Unicredit Hypovereinsbank, Unicredit Bank Austria |
- The challenge
UniCredit Hypovereinsbank – Bank Austria – BPH is a leading financial institution in Europe. Its three core markets – Germany, Austria and Poland – have similar requirement structures in procurement, but their procurement organisation is autonomous. The objective of the cooperation with ARAIA was to introduce a comprehensive procurement organisation and thus create synergies. This posed two key challenges. In the first place ARAIA had to harmonise the different degrees of maturity of the organisations. Secondly it was necessary to convince the staff members in the three countries of the project and gain their long-term support.
- The solution
ARAIA proceeded in two steps. First of all the consultants introduced a comprehensive strategic procurement organisation – with all the corresponding processes. At the same time ARAIA segmented the procurement volume into central, regional and local product groups. The responsibility for the various product groups was allocated to the three national procurement organisations according to the existing competencies. This also served to constantly motivate the staff in all three countries. The changeover was bolstered by supporting measures. They included introduction of a procurement manual documenting the main procedures for everyone in a comprehensible manner.
Since it is only possible to establish and implement new approaches on a long-term basis, ARAIA carried out an extensive change management process in the three country organisations as the second step. The goal was to create a common understanding of the change project at all company levels, mobilise the most important target groups within the staff and ensure smooth know-how transfer from ARAIA to the client. The result was a positive perception of the new central procurement organisation and a high degree of motivation in the teams.
- The result
- Created central procurement organisation for Germany, Austria and Poland
- Significantly increased procurement clout – at low additional cost for the client
