sourcing-summarization

寻源摘要

概述

此技能提供了一种结构化方法，用于汇总 ServiceNow Sourcing and Procurement Operations 中的寻源事件和谈判。它可以帮助你：

• 从 proc_sourcing_event 检索并整合寻源事件详情
• 并排比较供应商投标，涵盖价格、条款和合规数据
• 通过 proc_negotiation 跟踪谈判轮次和还价
• 根据加权评分标准评估供应商
• 根据总拥有成本和定性因素生成授标建议
• 支持从创建到授标的 RFP/RFQ 生命周期管理

适用场景： 寻源经理需要审查进行中的寻源事件、比较供应商提案、跟踪谈判进度，或准备授标建议摘要时。

前提条件

• 角色： sn_procurement.sourcing_manager、sn_procurement.analyst 或 sourcing_admin
• 插件： 已激活 com.sn_sourcing（Sourcing）和 com.sn_procurement
• 访问权限： 对 proc_sourcing_event、proc_negotiation、core_company、ast_contract 的读取权限
• 知识： 熟悉组织的寻源政策、评估标准和审批门槛

流程

第 1 步：检索寻源事件

查询进行中的寻源事件，了解当前的寻源流程。

使用 MCP（Claude Code/Desktop）：

Tool: SN-Query-Table
Parameters:
  table_name: proc_sourcing_event
  query: active=true^ORDERBYDESCsys_updated_on
  fields: sys_id,number,short_description,state,type,category,assigned_to,start_date,end_date,estimated_value,currency,vendor_count,bid_count,award_status
  limit: 25

按事件类型（RFP、RFQ、RFI）筛选：

Tool: SN-Query-Table
Parameters:
  table_name: proc_sourcing_event
  query: type=rfp^active=true
  fields: sys_id,number,short_description,state,category,start_date,end_date,estimated_value,vendor_count,bid_count
  limit: 25

使用 REST API：

GET /api/now/table/proc_sourcing_event?sysparm_query=active=true^ORDERBYDESCsys_updated_on&sysparm_fields=sys_id,number,short_description,state,type,category,assigned_to,start_date,end_date,estimated_value,currency,vendor_count,bid_count,award_status&sysparm_limit=25&sysparm_display_value=true

第 2 步：检索特定寻源事件

获取单个寻源事件的完整详情。

使用 MCP：

Tool: SN-Get-Record
Parameters:
  table_name: proc_sourcing_event
  sys_id: [event_sys_id]
  fields: sys_id,number,short_description,description,state,type,category,assigned_to,assignment_group,start_date,end_date,bid_deadline,estimated_value,currency,evaluation_criteria,scoring_method,vendor_count,bid_count,award_status,award_date,awarded_vendor,terms_and_conditions

使用 REST API：

GET /api/now/table/proc_sourcing_event/[event_sys_id]?sysparm_fields=sys_id,number,short_description,description,state,type,category,assigned_to,start_date,end_date,bid_deadline,estimated_value,currency,evaluation_criteria,scoring_method,vendor_count,bid_count,award_status,award_date,awarded_vendor,terms_and_conditions&sysparm_display_value=true

第 3 步：检索供应商投标和提案

查询与寻源事件关联的谈判，以获取供应商投标。

使用 MCP：

Tool: SN-Query-Table
Parameters:
  table_name: proc_negotiation
  query: sourcing_event=[event_sys_id]^ORDERBYtotal_bid_amount
  fields: sys_id,number,vendor,state,total_bid_amount,currency,round,submitted_date,compliance_status,technical_score,commercial_score,overall_score,notes,award_recommendation
  limit: 50

使用 REST API：

GET /api/now/table/proc_negotiation?sysparm_query=sourcing_event=[event_sys_id]^ORDERBYtotal_bid_amount&sysparm_fields=sys_id,number,vendor,state,total_bid_amount,currency,round,submitted_date,compliance_status,technical_score,commercial_score,overall_score,notes,award_recommendation&sysparm_limit=50&sysparm_display_value=true

第 4 步：检索供应商详情和历史记录

针对每家参与投标的供应商，获取其公司资料和过往业绩。

使用 MCP：

Tool: SN-Query-Table
Parameters:
  table_name: core_company
  query: sys_id=[vendor_sys_id]
  fields: sys_id,name,vendor_type,city,state,country,stock_symbol,vendor_rating,notes,contact
  limit: 1

检查供应商现有合同：

Tool: SN-Query-Table
Parameters:
  table_name: ast_contract
  query: vendor=[vendor_sys_id]^state=active
  fields: sys_id,number,short_description,starts,ends,cost,state,contract_type
  limit: 10

检查供应商 PO 历史记录：

Tool: SN-Query-Table
Parameters:
  table_name: proc_po
  query: vendor=[vendor_sys_id]^ordered_date>=javascript:gs.beginningOfLast12Months()^state!=cancelled
  fields: sys_id,number,total_cost,state,ordered_date
  limit: 50

使用 REST API：

# Vendor profile
GET /api/now/table/core_company/[vendor_sys_id]?sysparm_fields=sys_id,name,vendor_type,city,country,vendor_rating,contact&sysparm_display_value=true

# Active contracts with vendor
GET /api/now/table/ast_contract?sysparm_query=vendor=[vendor_sys_id]^state=active&sysparm_fields=sys_id,number,short_description,starts,ends,cost,contract_type&sysparm_limit=10&sysparm_display_value=true

# PO history
GET /api/now/table/proc_po?sysparm_query=vendor=[vendor_sys_id]^ordered_date>=javascript:gs.beginningOfLast12Months()^state!=cancelled&sysparm_fields=number,total_cost,state,ordered_date&sysparm_limit=50&sysparm_display_value=true

第 5 步：并排比较投标

根据谈判数据构建对比矩阵：

=== BID COMPARISON MATRIX ===
Sourcing Event: SE0001234 - Enterprise Network Equipment RFP
Estimated Value: $500,000 | Bid Deadline: Mar 10, 2026

| Criteria (Weight)      | Vendor A: Cisco  | Vendor B: Juniper | Vendor C: Arista |
|------------------------|------------------|-------------------|------------------|
| Total Bid Amount       | $485,000         | $462,000          | $448,500         |
| Technical Score (40%)  | 92/100           | 88/100            | 85/100           |
| Commercial Score (30%) | 78/100           | 85/100            | 90/100           |
| Compliance             | Full             | Full              | Partial*         |
| Delivery Timeline      | 6 weeks          | 8 weeks           | 5 weeks          |
| Warranty               | 3 years          | 2 years           | 3 years          |
| Weighted Total         | 86.4             | 86.1              | 86.5             |
| Recommendation         | -                | -                 | Conditional**    |

*Arista: Missing ISO 27001 certification
**Conditional on compliance gap resolution

第 6 步：跟踪谈判轮次

查看进行中事件的谈判历史记录。

使用 MCP：

Tool: SN-Query-Table
Parameters:
  table_name: proc_negotiation
  query: sourcing_event=[event_sys_id]^vendor=[vendor_sys_id]^ORDERBYround
  fields: sys_id,round,total_bid_amount,submitted_date,state,notes,commercial_score,technical_score
  limit: 10

使用 REST API：

GET /api/now/table/proc_negotiation?sysparm_query=sourcing_event=[event_sys_id]^vendor=[vendor_sys_id]^ORDERBYround&sysparm_fields=sys_id,round,total_bid_amount,submitted_date,state,notes,commercial_score,technical_score&sysparm_limit=10&sysparm_display_value=true

第 7 步：编制寻源摘要

将调查结果整理成结构化报告：

=== SOURCING EVENT SUMMARY ===
Event: SE0001234 | Type: RFP
Title: [short_description]
State: [state] | Category: [category]
Owner: [assigned_to] | Start: [start_date] | Deadline: [end_date]
Estimated Value: [currency] [estimated_value]

PARTICIPATION:
Vendors Invited: [vendor_count]
Bids Received: [bid_count]
Response Rate: [pct]%

BID RANKING (by weighted score):
1. [Vendor C] - $448,500 - Score: 86.5 - CONDITIONAL
2. [Vendor A] - $485,000 - Score: 86.4 - COMPLIANT
3. [Vendor B] - $462,000 - Score: 86.1 - COMPLIANT

NEGOTIATION STATUS:
[Vendor A]: Round 3 complete - final offer received
[Vendor B]: Round 2 - counteroffer pending
[Vendor C]: Round 3 complete - compliance remediation in progress

AWARD RECOMMENDATION:
Recommended Vendor: [vendor_name]
Rationale: [scoring rationale, compliance, delivery, total cost of ownership]
Savings vs Estimate: $[amount] ([pct]%)

NEXT STEPS:
- [pending actions]
- [approval requirements]
- [timeline to award]

工具用法

MCP 工具参考

工具	使用时机
SN-Query-Table	查询寻源事件、谈判、供应商和合同
SN-Natural-Language-Search	使用自然语言搜索（例如，“查找网络设备的开放 RFP”）
SN-Get-Record	检索单个寻源事件的完整详情

REST API 参考

端点	方法	用途
/api/now/table/proc_sourcing_event	GET	查询寻源事件
/api/now/table/proc_negotiation	GET	检索供应商投标和谈判轮次
/api/now/table/core_company	GET	供应商资料和评级
/api/now/table/ast_contract	GET	现有供应商合同
/api/now/table/proc_po	GET	用于评估供应商的历史 PO 数据
/api/now/table/sys_journal_field	GET	寻源事件备注和通信记录

最佳实践

• 透明地设置权重： 在审查投标前记录评估权重，以避免偏见
• 纳入总拥有成本： 不要只看投标价格，还要考虑保修、维护、培训和实施成本
• 尽早核实合规情况： 在第一轮中标记合规差距，以便供应商有时间整改
• 跟踪所有轮次： 记录每一轮谈判，以保留审计线索
• 对照市场进行基准比较： 将投标与该类别的历史支出和市场价格进行比较
• 让利益相关者参与： 邀请技术评估人员、法务和财务人员参与评分，以进行全面评估
• 记录理由： 始终记录授标建议背后的理由，以备审计

故障排查

“采购活动没有谈判记录”

原因： 可能尚未提交投标，或投标记录存储在自定义表中
解决方案： 确认投标截止日期已过；检查实例是否使用扩展 proc_negotiation 的自定义投标表

“供应商得分全部为零”

原因： 评分尚未完成，或由 ServiceNow 之外的系统管理
解决方案： 检查评估是否通过单独的评分模块或外部电子表格完成；可能需要手动录入分数

“在 core_company 中找不到供应商”

原因： 该供应商可能尚未在 ServiceNow 中注册
解决方案： 使用 nameLIKE[vendor_name] 按名称搜索 core_company；提交投标前可能需要先创建该供应商记录

“历史 PO 数据不完整”

原因： 该供应商可能使用不同的公司记录，或已被收购
解决方案： 在 core_company 中检查其他公司名称或母公司与子公司的关系

示例

示例 1：有效采购渠道摘要

场景： 采购总监需要查看所有有效采购活动的概况。

Tool: SN-Query-Table
Parameters:
  table_name: proc_sourcing_event
  query: active=true^ORDERBYend_date
  fields: number,short_description,type,state,estimated_value,bid_count,end_date,assigned_to
  limit: 20

输出：

SOURCING PIPELINE - Mar 19, 2026

ACTIVE EVENTS: 8 total ($3.2M estimated value)

EVALUATION PHASE (3):
  SE0001234 - Enterprise Network Equipment (RFP) - $500K - 3 bids - Due: Mar 25
  SE0001240 - Cloud Hosting Services (RFP) - $1.2M - 5 bids - Due: Mar 28
  SE0001245 - Office Furniture Refresh (RFQ) - $85K - 4 bids - Due: Mar 22

BIDDING OPEN (3):
  SE0001250 - Security Consulting (RFP) - $400K - 2 bids so far - Closes: Apr 5
  SE0001252 - Print Services (RFQ) - $120K - 0 bids - Closes: Apr 10
  SE0001255 - Catering Services (RFQ) - $95K - 3 bids so far - Closes: Apr 2

AWARD PENDING (2):
  SE0001220 - Data Center Hardware (RFP) - $800K - Recommended: Dell
  SE0001228 - Janitorial Services (RFQ) - $45K - Recommended: CleanCo

ATTENTION: SE0001252 has zero bids with 3 weeks to deadline - consider expanding vendor list.

示例 2：用于授标决策的投标比较

场景： 评估 SE0001234（企业网络设备）的投标。

Tool: SN-Query-Table
Parameters:
  table_name: proc_negotiation
  query: sourcing_event.number=SE0001234^round=3
  fields: vendor,total_bid_amount,technical_score,commercial_score,overall_score,compliance_status,state
  limit: 10

输出：

SE0001234 - AWARD RECOMMENDATION

BID COMPARISON (Final Round):
| Vendor    | Bid Amount | Tech (40%) | Comm (30%) | Delivery (20%) | Risk (10%) | Total |
|-----------|-----------|------------|------------|----------------|------------|-------|
| Cisco     | $485,000  | 92         | 78         | 80             | 90         | 85.4  |
| Arista    | $448,500  | 85         | 90         | 92             | 75         | 86.5  |
| Juniper   | $462,000  | 88         | 85         | 78             | 85         | 84.9  |

RECOMMENDATION: Arista Networks
- Lowest price ($448,500 - 10.3% below estimate)
- Highest weighted score (86.5)
- Fastest delivery (5 weeks)
- NOTE: Requires ISO 27001 certification by Q2 (mitigation plan submitted)

SAVINGS: $51,500 vs estimate | $36,500 vs next lowest bid

示例 3：谈判历史跟踪

场景： 跟踪与特定供应商的谈判进展。

Tool: SN-Query-Table
Parameters:
  table_name: proc_negotiation
  query: sourcing_event.number=SE0001234^vendor.name=Cisco Systems^ORDERBYround
  fields: round,total_bid_amount,submitted_date,state,notes
  limit: 5

输出：

NEGOTIATION HISTORY - SE0001234 / Cisco Systems

Round 1 (Feb 15): $520,000 - Initial proposal
  Notes: Standard pricing, 3-year warranty, 8-week delivery

Round 2 (Mar 1): $498,000 - Revised after feedback
  Notes: 4.2% reduction, improved delivery to 7 weeks

Round 3 (Mar 12): $485,000 - Final offer
  Notes: 6.7% total reduction, added training package, 6-week delivery

TOTAL SAVINGS THROUGH NEGOTIATION: $35,000 (6.7%)

相关技能

• procurement/supplier-recommendation - 供应商评分和推荐引擎
• procurement/purchase-order-summarization - 跟踪采购授标后产生的 PO
• procurement/procurement-summarization - 整体采购渠道概览
• procurement/invoice-management - 已采购合同的发票处理