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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

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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Webinar Notes: Practical Steps to Strategic Sourcing

This week’s featured webinar was presented by CPO Agenda: ‘Practical Steps to Strategic Sourcing’.  Their selection of this topic has interesting timing, as Strategic Sourcing was just crowned as the ‘champion’ in the CPO Rising March Madness tournament

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The Role of a Sourcing Professional: How Many Hats Should We Wear?

Today’s eSourcing Wiki-Wednesday topic outlines the many roles and responsibilities associated with being a successful sourcing professional. One of those roles is to provide ‘deep domain expertise’:

Management, members of the individual procurement organizations, and stakeholders will all expect the procurement professionals in the center of excellence to have deep domain expertise, especially in strategic categories.

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The Most Underutilized Strategic Advantage

This week on The Flip Side, we look at a blog post from SalesTrainingAdvice.com on The Most Underutilized Strategic Advantage. With such a promising title, the answer to the question must be something big – huge even to be THE MOST underutilized strategic advantage.

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Webinar Notes: Transformation Leadership at Clorox: Profitability Through Collaboration

This week’s featured event was presented by Procurian, the new name for ICG Commerce. They officially changed their name in February of this year, at the same time as they launched a philosophy the call “New Procurement”. New Procurement is based on six principles, ranging from leveraging market intelligence to identifying and fueling new sources of growth.

Click here to view the event on demand.

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What do Suppliers Think of ‘Customers of Choice’?

As the economy starts to rebound and leverage positions change, becoming a ‘customer of choice’ is being discussed in many procurement conference rooms. You would think that us sitting around discussing how to be the most fabulous customers possible would be music to a sales person’s ears!

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Event Notes: Sustainable Procurement: Doing Good for the Business & the World

You might not think so, but watching the mainstage speakers from AribaLIVE in LasVegas this week was an excellent substitute for being there in person. Somehow the picture in picture slides plus camera angle streaming video captured the energy from the live audience and the enthusiasm of the speakers.

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Which Procurement Model is Right for You?

This week’s eSourcing Wiki excerpt is a description of the three most common procurement organizational models: centralized, decentralized, and center-led. Each has its advantages and disadvantages, and while one model or another may be en vogue for a time, getting the right fit should be based on how to best serve the organization at large.

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Flip Side Webinar Notes: Closing the Gap – Your Sales Process and Their Buying Process

Last week, I attended a ValueSelling Associates webinar called ‘Closing the Gap: Your Sales Process and their Buying Process.” In this event, VSA looked at the differences in timing and expectations between the supplier and buyer sides of the procurement process. Two types of value come from this kind of event.

  • We get a window into Sales’ perception of procurement professionals and our process, and
  • We learn how to improve our performance by hearing which parts of our process may be preventing us from accessing potential value or innovation.
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Webinar Notes: The CPO of Con-way Talks Innovation, Collaboration and How to Drive Lasting Value

This week’s featured event was presented by Sourcing Interests Group and Emptoris (an IBM Company). The main speaker, Mitch Plaat, is Con-way’s VP of Procurement and CPO and has been with the company for 22 years. He has overseen quite a transformation, starting six years ago with the decision to engage Emptoris for help in the form of solutions and services.

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The Pipeline Blog on Selling to Procurement

In this week’s Flip Side coverage, I want to take you through a sales-oriented post from a blog called The Pipeline on ‘Selling to Procurement’. The Pipeline is written by Tibor Shanto, Founder and President of Renbor Sales Solutions Inc., and creator of Objective Based Selling.

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Book Review: Vested Outsourcing

At Buyers Meeting Point, we often have opportunities to recommend the publications we have read, reviewed and endorsed to our supply management colleagues. Vested Outsourcing by Kate Vitasek is one of the easiest books to recommend, not because it is excellently written – although it is, but because questions constantly arise in discussion groups and forums around strategic outsourcing relationships with suppliers and how to make them work.

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Event Notes: ISM nabs ADR – Tipping the Scales of Change in their Favor

This week’s featured event looked at ISM’s recent acquisition of ADR North America. Jon Hansen, host of the PI Window on Business Blog Talk Radio program and writer of the Procurement Insights blog interviewed Bill Michels, President of ADR North America and ADR-ISM China, and Senior Vice President at the Institute for Supply Management.  If three hats is not enough, he is also the author of ‘The Sourcing Guy’ blog.

You can listen to the entire interview on demand.

 

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eRFx Best Practices Case Study - A Rudderless Boat

The following case study is from the eSourcing Wiki article on eRFx Best Practices. If you are interested in reading more about best practices, you can either visit the eSourcing Wiki or read today's eSourcing Wiki Wednesday article.

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