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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

Force Majeure, Hardship, Impossibility, Hell or High Water, Act of God or all of the above?

Last week I attended an excellent supply chain risk management webinar sponsored by the Next Level Purchasing Association and featuring a global supply chain manager from a Fortune 500 company. The event followed the story of this particular corporate supply chain through the 2010 tsunami in Japan (you can click here for my notes).

One of the lessons this particular company learned was about finding the right place for addressing the human side of a very complicated business issue. I was impressed with the efforts they had made, particularly for such a large company. A thought started to form in my mind: what contract clauses were put aside in order to have an appropriate response to the devastation while not creating serious business continuity issues?

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The Sales Guy on Procurement Outsourcing

In order to get another perspective on the topic of procurement outsourcing, we reached out to our undercover sales expert, "The Sales Guy". TSG is a sales VP with 30 years and approximately $1B+ in sales under his belt. We are keeping his identity under wraps – for the same reason magicians never reveal their tricks, his colleagues might not like him giving us the inside scoop on sales’ view of procurement. Here are his thoughts...

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Weekend Extra: BMP’s Webinar Notes on 'A Case Study for Proactive Supply Chain Management' by Next Level Purchasing

Before I even begin my notes, let me just point out that if you are not a member of the Next Level Purchasing Association, you are missing out. Next Level Purchasing offers the SPSM (Senior Professional in Supply Management) certification program. Joining the association is absolutely free and comes with a number of benefits, such as members-only webinars, newsletters, and networking opportunities. If you want to get your feet wet with the kind of programs they offer, there are several mini-courses they offer, completely online and for less than $20! Interested? Good for you! Click here to learn more by clicking on the NLP logo on our partner page. That way Buyers Meeting Point gets credit for your purchase and a portion of the proceeds go to charity.

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BMP’s Notes on The Ethics of Legal Process Outsourcing, Sponsored by Sourcing Interests Group

 

This week’s webinar on legal process outsourcing by SIG was an interesting look at a profession in much the same position as procurement; legal departments are cost centers whose responsibility can be fairly clearly divided into strategic and tactical responsibilities, leading corporations to outsource some of the work in order to minimize overhead. You can read more about the parallels between legal and procurement in my recent blog post ‘Professional Responsibility in Procurement’.

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Professional Responsibility in Procurement

As you’ll read more about on Friday, this week’s BMP event pick is the Ethics of Legal Process Outsourcing presented by Sourcing Interests Group. As a tie in, today’s Wiki-Wednesday topic is “Professional Responsibility” – mostly because the phrase “competent representation” doesn’t exist as a Wikipedia page. Without stealing all my own thunder for later in the week, the event was very interesting, and it gave me an opportunity to consider some parallels between the outsourcing of legal services and procurement’s contribution to an organization.

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Webinar Notes: Kinaxis Introduction to Supply Chain Response Management

This week’s webinar notes are actually on an event from a couple of weeks ago: “An Introduction to Supply Chain Response Management – driving supply chain performance through responsiveness to unexpected events release” presented by Kinaxis. I missed it that week, but really wanted to go. Now that I’ve gotten to hear it, I can share my notes with you.

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What part of our current economic conditions are speaking to you? Are you listening?

It is impossible to turn on the tv, check a news site or pick up a newspaper this week without being confronted by a wave of bad economic news. Here are just a few example headlines from August 10th:

"Stocks Dive on Europe, Economy Fears" - WSJ.com

"Shares Plunge as Eurozone Woes Return" - FT.com

"Discovering the Real reasons for the Market Plunge May Take Time" - TheEconomist.com

So despite the fact that you feel a little queasy each time you check in on your 401K, what reaction are you supposed to have - specifically in your role as a procurement or supply chain professional?

 

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The Carrot or the Stick?

I'm hearing more and more about procurement outsourcing these days.  I don't mean procurement people outsourcing other people's functions, I mean procurement BEING outsourced.  There are different definitions for outsourcing, and the end impact on our careers is anything but known. There is always downside risk to every career choice, and ours is starting to come into focus. But don't worry - this is not a doomsday posting. You and me, we're going to be just fine. And here is why...

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Cindy Allen-Murphy
Kelly has a great perspective. This is the time to take classes, attend webinars at lunchtime and be aware of what is around you. ... Read More
Monday, 08 August 2011 22:30
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CAPEX v. OPEX in Savings Calculations

This week's Wiki-Wednesday topic is CAPEX (Capital Expenditures) v. OPEX (Operating Expenditures). Once you understand the difference between them, the next step is realizing the impact that distinction has on negotiated savings recognition.

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The Psychology of Buying with the Sales Guy

Alun Rafique and Nick Drewe, two of MarketDojo's founding directors, have a blog called The Secret Diary of Market Dojo. Last week a guest blogger, Sam Hallett from Bournemouth University, posted two articles on the psychology of buying. They provide an interesting, historical perspective on the thought process behind the buying process. While most of the content covers buying from a individual consumer’s point of view, I think that the ideas carry over to corporate procurement. 

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BMP's Webinar Notes on How to defend profits in “new normal” of input cost volatility

This week I attended a webinar by Genpact, a business process management, operations, and analytics firm that was formerly part of GE Capital Finance. The webinar was on managing the volatility of the inputs to the products and services your company may produce.

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The Pareto Principle at Play in Procurement

This week's Wiki-Wednesday topic is the Pareto Principle - also known as the 80/20 rule. Many of us use it all of the time, but do we really understand the implications of the distribution principle? I'm sure I hadn't fully thought about it until reading up for this weeks' posting. Other things I did not know about the primciple are that it was incorrectly attributed to early 20th century economist Vilfredo Pareto because he observed that 20 percent of the landowners in Italy owned 80% of the land. (He also noted that 20% of the pea plants in his garden produced 80% of the peas...)

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BMP's Notes on The IT Pricing Game from Next Level Purchasing and Clear Edge Partners

Okay, so you know how every week in my PI Window on Business radio update on the coming week I say that you just never know what to expect? This week is the perfect example. I attended three webinars, and the one that I didn’t even know about until the day before it happened was the best of all. Read on!

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What Dr. W. Edwards Deming Can Still Teach Us Today

This week's Wiki-Wednesday topic is an excerpt from th Wikipedi page on Dr. W. Edwards Deming, the American statistician that taught post WWII Japan to manage quality, but wasn't discovered in the U.S. until the very end of his career. Not many business strategies would survive that kind of test of time, but his does.

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BMP's Notes on the Supply Chain Disruption Report 2010

This report, written by the Business Continuity Report in conjunction with the Chartered Institute of Purchasing and Supply, was published in October 2010 and resulted from the findings of a 2009 survey that of all business continuity issues, companies were the most concerned about their supply chains.

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The Flip Side: Quarterly Business Meetings

“The Flip Side” is a buyers meeting point resource where we take sales training and information, along with direct input form our own undercover sales advisor to bring you a better rounded perspective on your own position.

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BMP’s Notes on “Supply Chain Resiliency: Lessons Learned from the Crisis in Japan”

I was really looking forward to this event, and it did not disappoint. This is the first event I have attended by Preparis (providers of an emergency preparedness suite) and I will add them to my list of sources for future webinars. Kudos to Bill Michaels (CEO, ADR North America), David Landsman (Director of Strategic Alliances, MFG.com) and Armistead Whitney (CEO, Preparis) for an exceptionally well done event. You can click here to listen to the event archive.

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The Flip Side: Quarterly Business Meetings

“The Flip Side” is a buyers meeting point resource where we take sales training and information, along with direct input form our own undercover sales advisor to bring you a better rounded perspective on your own position.

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BMP's Notes on Collaborative Sourcing Webinar (Ariba/ISM)

This week I attended a webinar by Ariba and ISM on collaborative sourcing. And in this case, the collaboration ended up being not with the competition or others in the supply chain, but with between procurement and internal stakeholders. Not what I had thought (thanks a lot, Google. We'll talk later...) but still a valid topic and just as tricky.

The following are some of my notes on the webinar. Click here to connect to the archive.

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Cindy Allen-Murphy
I like this comment and will review your notes and recommend others do the same.
Sunday, 10 July 2011 21:15
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Understanding the Sales Org with "The Sales Guy"

Do you have a question you'd like to ask The Sales Guy?  We've got his ear and he's willing to help. Just send your questions to This email address is being protected from spambots. You need JavaScript enabled to view it. a contact form for the blog and we'll get you an answer.

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