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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

Dear Sales Guy...

Do you have a question you'd like to ask The Sales Guy? Send it to us at This email address is being protected from spambots. You need JavaScript enabled to view it. and we'll track him down and get an answer. Each week we'll share one question and answer here on BMP.

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Webinar Notes: How well are YOU paid?

This week we attended a webinar that intriguingly attempted to answer the question "How well am I paid?" with regard to procurement professionals. Our notes are below. The webinar was sponsored by Next Level Purchasing, SPSM certification providers and a BMP partner. You can access the event recording directly by clicking here, although we highly recommend that you join the Next Level Purchasing Association - it is free and you will gain access to a number of valuable resources - including the full length report that inspired the webinar.

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Dear Sales Guy...

Do you have a question you'd like to ask The Sales Guy? Send it to us at This email address is being protected from spambots. You need JavaScript enabled to view it. and we'll track him down and get an answer. Each week we'll share one question and answer here on BMP.

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Book Review: Single Point of Failure

Recent disasters, whether earthquakes, tsunamis, or tornadoes, have threatened business continuity for many industries. As has been pointed out in many recent procurement webinars, this presents an opportunity for us to step up and prove our strategic value to the organization. We cannot, however, rely solely upon the stories in the news.  We need to educate ourselves and be prepared with suggestions.

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Webinar Notes: Procurement Knowledge Management

I've always thought of Knowledge Management systems as databases full of documents. Unwieldy, outdated, only updated when your boss reminds you that participating will be part of your annual review cycle. As it turns out, most of what we already do can be worked into a knowledge management program - we just have to be deliberate about where information goes. The other take-away isn't a new one, but it seems to be one of the hardest ones to maintain.  At the end of a project, it is important to download and record your experiences and lessons learned - for yourself next time or someone else down the road.

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Category Experiences: Window Washing

We got feedback through our recent survey that you want more category insight from us. We're working on a way to bring you resources on that front, but in the meantime, Cindy and I have a lot of direct experience that we'd like to share. What are your unique category experiences and what did you learn from them? We'd love to hear about it: This email address is being protected from spambots. You need JavaScript enabled to view it..

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“Account Management: Closing the Relationship Gap” and Introducing… “The Sales Guy"

This week BMP attended a webinar for our Flip Side resource – where we take sales-side training and strategy and reposition (or “flip”) them to benefit procurement professionals. The webinar was put on by the TAS group, a sales software and methodology company. Click here to listen to the archived recording.  Our notes on the highlights are below.

 

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Special Edition Webinar Coverage - Vision 2020 from Ariba and SIG

This week brought us an insightful webinar from Ariba and SIG called “Vision 2020”.  Since this was the largest SIG webinar ever (over 800 attendees) many of you may have been there – in fact I hope you were.  It was a fast-paced, exhilarating (and sometimes scary) hour that I am glad I didn’t miss.

The webinar covered just the tip of the findings from Vision 2020 – a collaborative effort between Ariba and a panel of global C-level executives with experience managing $1B in spend each. The full document can be downloaded HERE free  from Ariba’s site. I think we all owe it to ourselves to read it and carry it with us to meetings, and refer back to it until it is tattered and worn!

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Webinar Notes: SIG's Integrated Facilities Management

SIG Webinar: Next Generation Sourcing Strategies For Facilities And Maintenance Transformation, Presented By A.T. Kearney (Daryl Watkins, Senior Sourcing Manager and Bernard “Bud” J. Going, Director of Procurement).

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What’s Happening at Buyers Meeting Point

We are always modifying our site and content in response to your feedback, so keep it coming!

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Webinar Notes: ISM on Mitigating Supplier Risk

This week I attended ISM's webinar on mitigating supplier risk. The event recording can be viewed here.

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Webinar Notes: Institute of Human Resources Contingent Workforce

This week, I attended a webinar hosted by the Institute for Human Resources.  The webinar was titled "How can HR and Procurement work together for the Most Effective and Efficient Contingent Workforce Program" and the archived recording can be found at HR.com (after a free registration process).

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Partner Update: Introducing the Spend Radar Blog

Spend Radar Introduces Advanced Spend Management Blog, SpendZen

The industry experts at Spend Radar introduce SpendZen: a blog covering all things spend-related.

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Book Review: The Contract Negotiation Handbook

I spent the last couple of weeks reading The Contract Negotiation Handbook by Stephen R. Guth Esq., and despite how it may initially sound, I came away with one critical realization: I am a pop tart.

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Webinar Notes: UC of Irvine Contract Negotiation Webinar

This week, BMP attended a webinar hosted by the University of California at Irvine's Expension School.  The webinar was titled "Proposal, Preparation, Acquisition and Negotiation" and the archived recording can be found HERE.

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Thoughts from the Ground at eWorld 2011

If you are anything like us here at BMP you WISH you'd had the fortune to be at last week's eWorld conference in London. Maybe next year...

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Webinar Notes: Procurement Leaders Contract Labor Webinar

Buyers Meeting Point attended the February 23rd Procurement Leaders webinar "A Better Way of Buying Contract Labour" sponsored by Beeline and took the following notes. You will notice that several times we reference information at time intervals. The sides were not numbered (as we could see) but it is very easy to navigate within the recording by time.

You can access the archived recording by clicking here.

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Apple's Recent Procurement Woes

We’ve read as many of the news stories on this topic as possible to bring you the following synopsis. Most of the details are widely available across all sources, but in the case that an interesting detail or fact came from one particular article, we’ve cited the source (see our footnotes). Otherwise, there is a listing of articles for further reading at the bottom of the page, with date, source and a link (click on the article's title to access it at its source).

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Webinar Notes: SIG/Emptoris Telecom Services Webinar

BMP viewed Sourcing Interests Group’s recent webinar, “Uncovering the Telecommunications Spend Treasure Trove” Presented by Emptoris, on February 22, 2011 and took the following notes.

We haven’t found the archived copy posted on either SIG or Rivermine/Emptoris’ websites yet, but if you are sourcing or managing telecom category spend, there are several other webinars and a series of whitepapers available on Rivermine’s website. (Emptoris announced their acquisition of Rivermine on January 6, 2011)

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Webinar Notes: Gartner's Cloud & Saas Webinar

The following notes were taken by BMP during a recent Gartner webinar.  The speaker was Daryl Plummer, Managing VP & Gartner Fellow, and in our opinion he did an excellent job making a topic that may seem intimidating quite accessible. To listen to an archived recording of the webinar, CLICK HERE.

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