ENHANCING SUPPLIER PARTNERSHIPS TO SUPPORT SEBN’S GROWTH
Procurement became a decisive lever to protect margins, enable growth and strengthen SEBN’s position as a resilient Tier-1 partner.
PROCUREMENT AS A DECISIVE LEVER
Sumitomo Electric Bordnetze (SEBN) is on a fundamental transformation journey. As a global Tier-1 supplier of wiring harness systems, the company operates under intense cost pressure, rapid automotive transformation and rising global competition.
At the same time, SEBN pursues an ambitious growth agenda: broadening its customer portfolio, winning highly competitive RFQs and building strategic supplier partnerships.
With a significant share of total costs driven by external spend, procurement became a decisive lever to protect margins, enable growth and strengthen SEBN’s position as a resilient Tier-1 partner.
Sumitomo Electric Bordnetze
Global Tier-1 supplier of wiring harness systems for the automotive industry. Part of the Sumitomo Electric Industries Group.
Dominik Steffani, Partner
CAUGHT IN A CLASSIC SANDWICH POSITION
While the ambition was clear, execution proved demanding. The automotive industry is undergoing a period of profound change and uncertainty, SEBN finds itself in a classic sandwich position – caught between suppliers still above pre-crisis price levels and customers demanding continuous cost reductions.
At the same time, procurement had to fundamentally change its role: from a transactional function to a strategic, performance-driven business partner. This required a reset of supplier relationships – away from broad, heterogeneous cooperation towards focused, transparent and performance-based partnerships.
Pure strategy consulting would not have been sufficient. What SEBN needed was hands-on support, fast alignment across functions, and real negotiation outcomes with top suppliers.
STRATEGIC CLARITY, RIGOROUS EXECUTION
SEBN partnered with H&Z Management Consulting to deliver exactly that – true to the H&Z motto “From ambition to impact”. The joint SEBN–H&Z team worked side by side, combining strategic clarity with rigorous execution.
Key Measures Implemented
- Clear articulation and communication of the new SEBN strategy and supplier partnership model, translated into a compelling and consistent narrative for top suppliers
- Design and execution of a partnership-oriented supplier approach, combining cost discipline with long-term collaboration and transparency
- H&Z preparation and support of top supplier negotiations, resulting in significant and immediate P&L effects through price reductions, improved terms, and binding concession agreements
- An enhanced cross-functional alignment across suppliers, with procurement, sales, and engineering fully aligned – reinforcing SEBN’s credibility and negotiation strength
- Strengthening and further developing the procurement organization, strengthening its role as a strategic value driver within SEBN and as a respected counterpart for key suppliers
Immediate P&L effects through price reductions, improved terms, and binding concession agreements
Enhanced cost competitiveness in a challenging market environment
Focused, transparent and performance-based partnerships with top suppliers
FROM AMBITION TO IMPACT
The project delivered measurable cost improvements, enhanced cost competitiveness, stronger supplier commitment, and a procurement function well positioned to support SEBN’s growth ambitions in a challenging market environment.
This project demonstrates what defines H&Z: hands-on consulting, strong ownership, and a relentless focus on results. Together with SEBN, we turned strategic intent into concrete outcomes – enabling procurement to become a true enabler of competitiveness, growth, and long-term partnerships.
WHAT SEBN’S LEADERS SAY
H&Z combined deep expertise in sustainable transformation with a strong focus on measurable results. Their team worked closely with us, providing hands-on support and strengthening our capabilities throughout the project.
Zeljko Glisin
Executive Officer Procurement & Supply Chain Management
Working with H&Z was a refreshing experience. They delivered on their commitments, supported execution in a very pragmatic way, and helped further improve our team’s performance. I would be happy to work with them again.
Claus Nottbrock
Executive Director Business Operations & Strategic Transformation
HOW SEBN MADE PROCUREMENT A DECISIVE LEVER
Read how SEBN and H&Z built focused, transparent, and performance-based partnerships with top suppliers that deliver immediate cost improvements and lasting cost competitiveness.
