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Kelly Barner is the Owner and Managing Director of Buyers Meeting Point. She has a unique perspective on procurement from the numerous roles she has held during her 15 years in procurement. Kelly worked for Ahold USA (parent company of grocery chains Stop & Shop, Hannaford, Giant Landover, and more) on their not for resale sourcing team, specia...lizing in systems implementation and hired services category sourcing. She spent three years as the Associate Director of consulting services at Emptoris before it was acquired by IBM in 2011.Since 2009 she has covered procurement news, events, publications, solutions, trends, and relevant economics at Buyers Meeting Point. Buyers Meeting Point provides the procurement industry with an events calendar, blog, active social media network, and podcast, all of which are trusted sources of information for practitioners and solution providers alike. Kelly has several regular columns throughout the industry, and in the summer of 2016 was appointed to become the Business Survey Chair for the ISM-New York Report on Business.Kelly has her MBA from Babson College as well as an MS in Library and Information Science from Simmons College. Kelly has co-authored three books: ‘Supply Market Intelligence for Procurement Professionals: Research, Process, and Resources’ (2014), ‘Procurement at a Crossroads: Career Impacting Insights into a Rapidly Changing Industry’ (2016), and 'Finance Unleashed: Leveraging the CFO for Innovation' (2017). In 2017, Kelly co-founded Palambridge with Phil Ideson (Art of Procurement). More

Webinar Notes: 'Becoming a Chief Procurement Officer’

This week’s featured webinar was hosted by BravoSolution with main speaker Andrew Bartolini of Ardent Partners. In addition to being the Managing Partner and Chief Research Officer at Ardent Partners, Andrew also does most of the writing for their blog, CPO Rising. If you are interested in the movement of major corporate CPOs in and out of their roles, that is a great place to track them.

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My Procurement is Your Beschaffung and Their Approvisionnement

"A rose by any other name would smell as sweet."

 -- William Shakespeare, Romeo and Juliet

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**UPDATED** SAP Purchases Ariba - Now what?

SAP announced an agreement to acquire Ariba for $4.3 Billion dollars. SAP will pay about a 20% premium per share to buy Ariba, and the transaction is expected to be completed by this August. Whether you were surprised by the news or not, there is no question that we haven’t heard the last of it, and the rest of the market has just started to react.

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Flip Side Notes: Satisfying Other People’s Needs

Of the many causes of communication breakdown between procurement and suppliers, one of the most contentious is the statement of requirements. Before an RFP or RFQ is issued, procurement spends considerable time with internal stakeholders understanding category requirements as they stand and then probing deeper to determine what are really requirements and what the stakeholder just wants.

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Webinar Notes: ERP Procurement Modules: The Outrageous Cost of Free

This week’s featured event was hosted by Coupa and Forrester Research with an appearance by Coupa customer Adidas Latin America. The main topic was deciding when it makes sense to purchase a specialized/dedicated solution v. leveraging the ‘free’ capabilities of an in-place ERP system.

If you are interested in viewing the event on demand, click here.

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Book Review: Lean TCO

We often talk about how procurement and supply management professionals need to focus less on negotiating savings and more on creating value. But the actually process we are supposed to follow to accomplish that can be unclear. The first challenge is how to go about creating value, and the second is how to make sure the value created is recognized by other departments in the organization – like finance or operations. ‘Lean TCO’, written by Tim O’Meara, presents an approach to facing both.

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Webinar Notes: Sourcing for Value: Using Non-Price Attributes to Find the Best Suppliers

This week Zycus and Ardent Partners presented ‘Sourcing for Value: Using Non-Price Attributes to Find the Best Suppliers’. Historically, not making an award decision based predominantly on price has been a reason stakeholders give for not wanting to follow the strategic sourcing process. Today, procurement professionals and the technology they use are accustomed to incorporating quantitative and qualitative measures of value into optimization scenarios and award decisions.

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Flip Side Webinar Notes: Social Media and the Sales Organization

Last week I attended a webinar run by the Sales Management Association on the topic of social media and sales operations. This event gives us a second look at the topic we first considered last week with the TAS Group’s ‘Enabling Social Enterprise through Sales’.

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Have you Considered ‘Laundering’ Your Savings?

This week’s Wiki-Wednesday article is about the challenges of capturing savings due to cost reduction and avoidance. One of the sections addresses Total Cost of Ownership (TCO), and the difficulties of calculating and reporting on those costs.

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Webinar Notes: Getting the Most From Strategic Sourcing

This week’s featured webinar was presented by the Next Level Purchasing Association and featured Joe Payne and Bill Dorn from Source One Management Services as the main speakers. You may also know them as the co-authors of ‘Managing Indirect Spend’, a relatively new publication that walks through the challenges and opportunities associated with indirect spend as well as a few category-based case studies.

Like their book, the guys from Source One kept their speaking points to the practical learnings from their extensive combined procurement consulting experience.

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Flip Side Webinar Notes: Social Media Darwinism for Sales?

Last week I attended a webinar run by the TAS Group called ‘Enabling Social Enterprise Through Sales’. The focus of the event was to look at how much time sales professionals are spending on various social media sites and what kinds of activities they are engaged in.  If you are interested in experiencing the content for yourself, you can view the webinar on demand (registration required) or view the slides on slideshare (no registration).

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Webinar Notes: Reaching New Heights: The Dividends of Collaboration Between Finance and Procurement

This week’s featured webinar was presented by ISM, Ariba, and CFO Research Services. It was based on a recent study of 263 finance executives from North America, Europe and Asia about their perceptions of procurement. The study was originally conducted in 2007, so this can also be considered a five-year revisit.  If you are interested in reading the full report, you can download it for free (without registration) from CFO.com.

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A Vision for Procurement Compensation Structures

Note: This post by Kelly Barner originally appeared in the March 2012 PSD Group Procurement & Supply Chain Newsletter.

In this week's eSourcing Wiki-Wednesday excerpt on Seven Facets of Cost Reduction and Avoidance, compensation structures are brought into question as they incent procurement professionals to behave a certain way, 'Like all employees, a supply manager will engage in behaviors rewarded by the company. This will create a problem if cost avoidance or cost reduction efforts beyond hard savings do not count toward a supply manager’s compensation and performance.'

As organizational expectations of procurement increase, many practitioners are questioning the structure of their compensation plans. Traditionally, procurement professionals received a straight salary. If there was a bonus structure in place, the bonus was typically based on corporate performance against stated goals and qualitative individual performance rather than savings targets.

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One Sales Person’s Perspective on the ‘New Buying Process’

One of my favorite sales blogs is, ‘The Sales Blog’ written by S. Anthony Iannarino. He is a sales executive and coach that believes in the value sales people can add during the buying process.  Since we are mentioning him this week on the Flip Side, I’d also like to extend our congratulations to him on recently hitting a milestone 1,000 posts.

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Webinar Notes: Implementing a Sales and Operations Planning Rudder to Navigate Today’s Turbulent Economic Waters

This week’s featured event was presented by Supply & Demand Chain Executive and John Galt Solutions. The main speaker was Dr. Larry Lapide, the former director of the Demand Management Council at MIT, who also spent time in his career at AMR Research and Accenture.

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What is The Flip Side?

As a buyer, have you ever noticed how much effort sales teams put into the training, strategy, and education of their people? If you type "sales training" into Google, you get well over FOUR MILLION hits. In order to put that figure into perspective, typing "procurement training" into the same search engine pulls only 235,000 results.

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Webinar Notes: 10 Ways To Drive Procurement Influence Using Advanced Technology

This week’s featured webinar was presented by IASTA, with speakers from Spend Matters and Cushman Wakefield (a global real estate and facilities management firm). Together they provided a fair balance of general recommendations and practitioner perspective. You can view the slides (with audio) on Slideshare.

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What is your Buying ‘Temperament’?

This week’s Flip Side post takes us to a sales article on ‘Selling to the Four Temperament Styles’ by John Boe.

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Book Review: The Procurement Game Plan

The preface to The Procurement Game Plan by Charles Dominick and Soheila Lunney starts with the question, “Why another procurement/supply management book?”

Good question.

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Book Review: The Power of Pull

Written by the co-chairmen of the Deloitte Center for the Edge, an organization that helps senior executives make sense of and profit from emerging opportunities on the edge of business and technology.  John Hagel the third, John Seely Brown, and Lang Davison authored ‘The Power of Pull’ to talk about a shift in dynamics based on accurate forecasting and predictable market dynamics to transforming corporations from a leadership position on the edge.

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