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Sylla, A., Vareilles, E., Aldanondo, M., Coudert, T., Geneste, L. and Kirytopoulos, K. 2016, ‘Customer/Supplier Relationship: reducing Uncertainties in Commercial Offers thanks to Readiness, Risk and Confidence Considerations’, in Eynard, Peris-Fajarnes, Nigrelli, Rizzuti and Oliveri (eds), Proceedings of International Joint Conference on Mechanics, Design Engineering & Advanced Manufacturing, Associazione Nazionale Disegno e Metodi dell’Ingegneria Industriale, Catania, Italy, September 14-16, 1115-1122. DOI: 10.1007/978-3-319-45781-9_111.

Abstract:
Nowadays, in customer/supplier relationship, suppliers have to define and evalu-ate some offers based on customers’ requirements and company’s skills. This of-fer definition implies more and more some design activities for both technical solution and its delivery process.  In the context of Engineering-To-Order, design and engineering activities are more important, the uncertainties on offer charac-teristics is rather high and therefore, suppliers bid on the calls for tender depend-ing on their feelings. In order to provide suppliers with metrics that enable him/her to know about the confidence level of an offer, we propose a knowledge-based model that includes four original metrics to characterize the confidence level of an offer. The offer overall confidence relies on four indicators: (i) two objectives ones based on Technology Readiness Level and Activity Risk Level, and (ii) two subjective ones based on the supplier’s skills and  risks aversion. The knowledge-based model for offer definition, offer assessment and offer con-fidences is based on a constraint satisfaction problem.

Keywords – Customer/Supplier Relationship; Knowledge-Based Systems; Readiness; Maturi-ty; Confidence