Buyers Meeting Point procurement by Kelly Barner

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4 Buyer Types: Bureaucrat, Cost Killer, Innovator, and Business Developer

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Can buyers create value for customers and reduce costs?

 

The two main objectives of a buyer in most organizations are:

  1. Reducing Total Cost of Ownership (TCO) or Life Cycle Costs (LCC)
  2. Creating value for Intermediate or Final Clients

 

Reducing Total Cost of Ownership or Life Cycle Costs

Often involves lowering prices, but not always; sometimes to save more you need to spend more on a per item basis. If you buy a razor for $1 and you can use it for 10 shaves, it is 100% more expensive than a razor for $2 that you can use for 40 shaves. This example is simple but true and captures the distinction between price and cost.

Sometimes involves reducing unnecessary or excessive consumption (i.e. waste). If companies roll out a course that trains employees with company cars to drive more economically and ecologically, it is possible to save money. A trained driver whose vehicle only consumes 7 gallons of fuel per 100 miles instead of 7.7 allows the company to reduce their fuel costs by 10% (excluding the costs related to the training, which are to be deducted).

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LAVERGNE Management Matrix Operating Instructions: Benevolent Leadership

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I created the Lavergne Management Matrix to make it possible to share and discuss ‘Benevolent Leadership’.

The managerial aptitude of a person can be evaluated according to two criteria:

  • The satisfaction of her/her employees (whether trending down, stable, up)
  • The performance of his/her employees (whether trending down, stable, up)
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Design, Defined

Design, Defined

Design – a term that dates back to the 14th century - has become mainstream over the last decade. Design has done well operating on the fringes of organizations and people are now seeing the value that it can create and provide. It has emerged as an important tool to help people see and guide change. How far will it spread and what will be the extent of its impact on business? 

Let's start by taking a broad view of the word in order to understand it's origin and meaning.

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Webinar Notes: How to Become a Better Negotiator

Webinar Notes: How to Become a Better Negotiator

This week’s webinar notes are from an August 21st webinar run by CPP Inc, the provider of the Meyers-Briggs Personality Type Indicator Assessment. The webinar was presented by Pamela Valencia, a CPP Solutions Consultant. The event is available on demand on CPPs site.

 

Being a better negotiator is a topic that you would think had been completely covered by now, but this event offered some new thoughts – even in a compressed 30-minute format. Because CPP is focused on personality, knowing yourself and your fellow negotiators was the core message to this event. Also key was understanding when two dynamics are at play at once so you can divide your reactions to them, and the attitudes they foster.

 

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Are You Leveraging Your Myers-Briggs ‘Type’ for Maximum Success?

Are You Leveraging Your Myers-Briggs ‘Type’ for Maximum Success?

Many of us have taken the Myers-Briggs personality test, either in school or on the job. One of the core principles is that there are no bad personality types. Taking the test is supposed to help you know yourself better, understanding your natural inclinations. That way, when you are under stress, not only will you be able to predict how you are likely to react to different situations, you may be able to alter your reaction to reach a desired result.

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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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