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"The Point" is written by BMP Editor Kelly Barner as well as a diverse group of guest contributors.

Vetting Procurement Talent

Vetting Procurement Talent

Special thanks to longtime BMP friend Charles Dominick, SPSM3 of the Next Level Purchasing Association for this guest post.

Welcome back to this series on improving procurement capability.  In the previous post of this series, I covered how to find candidates for your procurement jobs.  But finding procurement talent is easier than whittling the talent pool down to that one, perfect candidate.  Let’s talk about how you do that.

Behavioral interviewing has become a classic interviewing technique.  According to Virginia Tech University, behavioral interviewing is “a technique used by employers to learn about your past behavior in particular situations…Past behavior is a better predictor of future behavior than is speculation” about how a candidate would act in a hypothetical future situation.

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Sourcing Procurement Talent

Sourcing Procurement Talent

Special thanks to longtime BMP friend Charles Dominick, SPSM3 of theNext Level Purchasing Association for this guest post.

As a procurement professional, you need to be good at finding suppliers who work out as good or better than you predict.  As a procurement leader, you need to be good at finding employees who work out as good or better than you predict.  In this post, I’ll share some traditional and not so-traditional ways to find high-potential procurement talent.

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Webinar Recommendations for July 27 - 31, 2015: Digital marketing spend, Selecting a spend analysis solution, and Early engagement in sourcing projects

Webinar Recommendations for July 27 - 31, 2015: Digital marketing spend, Selecting a spend analysis solution, and Early engagement in sourcing projects

With eight events in three days, webinar hosts must see this as a week that most people are back in the office from early July vacations. Click on the title of each event below to view the full description in our events calendar and connect to their registration pages.

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Have your suppliers found their way into your comfort zone?

Have your suppliers found their way into your comfort zone?

Last year we were home during a snowstorm. We got a fire going in the wood burning stove, had a wonderful chicken dinner with all the fixings and watched a movie. We were definitely in our comfort zone and loving every minute of it.

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Guest — Omar Khan
It is absolutely true that when procurement professionals become too comfortable in their relationship with one or more suppliers,... Read More
Thursday, 13 November 2014 18:11
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Webinar Notes: The Leading Influence

Webinar Notes: The Leading Influence

This week’s webinar notes are from an August 27th webinar hosted by the Next Level Purchasing Association and featuring Steve Burns from the Maxwell Team. Although only premium members of the NLPA have access to the event on demand, you can hear an exclusive audio excerpt in my September 8th weekly update on Blog Talk Radio.

The focus of the webinar was how to build influence for the purpose of becoming a more effective leader. Since leadership affects so many people, you might expect it to be a collective sort of topic, but it was the exact opposite.

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Webinar Notes: The Future of Procurement Technology: Portable, Powerful, Pivotal

Webinar Notes: The Future of Procurement Technology:  Portable, Powerful, Pivotal

This week’s webinar notes are from a July 25th webinar hosted by the Next Level Purchasing Association and presented by Santosh Nair, GEP’s Vice President of Client Services and Innovation. Although the on demand version is only available to NLPA premium members, you can read what they had to say about SMART by GEP in this recent blog post.

Despite the changes being seen in the consumer technology marketplace, enterprise solutions have been slow to take advantage of the growing availability of mobile technology. As demand increases for Smartphone and tablet solution accessibility, enterprise solutions in general, and procurement solutions in specific, will need to change at a rate faster than they have in the past.

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Spend a little time on the coins

Spend a little time on the coins

Do you save coins in a jar? Over time, the jar can become full to overflowing. It won’t necessarily lead to early retirement but it can make a difference. Sometimes we have then cashed it in for something special which would not have been done otherwise. A little here and there, without using up much time, can add value to your bottom line.

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Benefits of eprocurement and how you shop

Benefits of eprocurement and how you shop

I am not a shopper (which is an extreme understatement). I would pretty much like to spend my time doing almost anything else. Much to my teenage daughter’s chagrin, we went to the mall only once or twice a year. It was usually to get back-to-school clothes and to do Christmas shopping. When my mother took me shopping for clothes as a youngster, she claims that she could tell when my eye color turned from green to ‘grey’ that she was done and we had to leave and come back another time. While we may have been tempted to just grab anything and go, most of the time we did not.

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Guest — James R
Some great points - thanks for sharing
Saturday, 30 May 2015 17:50
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What are you worth?

What are you worth?

There are many ways to value your worth. The important aspects of life that include health, family, and happiness far outweigh money. However, we do need to earn a living to support ourselves and our families.

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Webinar Notes: Top-Notch Negotiations – Anyone Can Cook!

Webinar Notes: Top-Notch Negotiations – Anyone Can Cook!

This week’s webinar notes are from an April 9th event presented by Puridiom and Lunney Advisory group. Dr. Soheila Lunney, the president of Lunney Advisory Group and the primary presenter, addressed a number of topics related to a professional environment that increasingly emphasizes collaboration and partnership over the aggressive winner take all approach.

Dr. Lunney is also the co-author of The Procurement Game Plan with Charles Dominick of the Next Level Purchasing Association. You can read my review of the book here, as well as Part 1 and Part 2 of our interview with Dr. Lunney.

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Webinar Notes: Bridging the Gap Between IT and Procurement

Webinar Notes: Bridging the Gap Between IT and Procurement

This week’s webinar notes are from the Next Level Purchasing Association’s January webinar on IT and Procurement. Bill Dorn, the VP of Operations from Source One Management Services was the main presenter. You may also know Bill as the co-author of Managing Indirect Spend with Source One’s Joe Payne. Although the full event and presentation are only available to NLPA Premium members, I will share an exclusive excerpt of the audio in my weekly procurement update on Blog Talk Radio update on Monday, February 10th.

 

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Blog Pick of the Week: Cookies and the Four C's of Negotiation

Blog Pick of the Week: Cookies and the Four C's of Negotiation

Like many people, I had too many sweets and treats over the holiday. It's a new year and I shouldn't even be thinking about cookies. However, I just finished making a batch of oatmeal chocolate cookies for a party tomorrow. Nothing like fresh cookies out of the oven!

Many times my children would want more than the two cookies I was offering. I would offer two , they would want three or four. After a few times back and forth, I would change my offer to ZERO cookies. Then all of a sudden they felt that two cookies was a great option!

In procurement, we are sometimes in situations where we want more cookies than are being offered. Or we want to include cold milk at the same time but that is not available at the price point we are interested in.

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Is the Should Cost Model Obsolete?

Is the Should Cost Model Obsolete?

Q: Does anybody still use the “should-cost” model?

A: Yes, and if they don’t, they should start.

 

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Webinar Notes: Herding of Cats: A Strategic Approach to Enterprise-wide Procurement

Webinar Notes: Herding of Cats: A Strategic Approach to Enterprise-wide Procurement

 

This week’s webinar notes are from the October Next Level Purchasing Association members-only webinar, and featured Donald Jean, CEO of Focused Buyer, a purchasing and trading website that also provides payment services and financial records support. If you are not already a member of NLPA, we highly recommend that you sign up. Membership is free and includes benefits such as their monthly webinars.

 

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Webinar Notes: Committing to Value Buying & Value Selling

Webinar Notes: Committing to Value Buying & Value Selling


This week’s webinar notes are from a September 4th event run by IACCM in advance of their Americas Conference to be held in Phoenix, AZ from October 8-10. To incorporate the buyer and seller perspectives in one event, they invited Todd Snelgrove, Global Value Manager, SKF Group (procurement) and Lisa McLeod, author, business coach, and President of McLeod & More (sales). The event is available on demand, although a paid or trial membership to IACCM is required.

 

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Webinar Notes: 20 Ways To Create The Perfect Negotiation First Impression

Webinar Notes: 20 Ways To Create The Perfect Negotiation First Impression

This week’s featured webinar was the monthly event run by the Next Level Purchasing Association on 20 Ways To Create The Perfect Negotiation First Impression. If you missed the event, you can read a related blog post by Association President and CPO Charles Dominick.

You can also learn more about negotiation (among other topics) at the first Next Level Purchasing Association Conference in Pittsburgh, PA September 12-13, 2013.

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Webinar Notes: NLPA Conference Preview

Webinar Notes: NLPA Conference Preview

This week’s featured webinar was presented by the Next Level Purchasing Association. Each of the three speakers gave a preview of the sessions they will presenting at NLPA’s first conference, which is being held in Pittsburgh, PA this September.

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Blog Pick of the Week: What questions do you ask of your Suppliers?

Blog Pick of the Week: What questions do you ask of your Suppliers?

Children ask a lot of questions. It is a great way to learn. Often they are ‘why’ questions. When my daughter talked to her grandfather, she almost always started the conversation with “Guess What?”. After a while, that became his nick name for her. 

Many organizations are using some situational interview questions in the process. This helps to determine the fit of the candidate, specifically in how they communicate, problem solve and make decisions. Consulting houses have been using this approach for a long time. A classic question was “How much does a 747 airplane weigh?” It was not the answer that mattered but the process and method of communicating that response that was the key.

Similarly, when in your procurement role and working with suppliers, asking questions of them can really help differentiate their capabilities. Charles Dominick of Next Level Purchasing has a blog “Three Supplier Interview Questions that should be included in your discussions with them.

  • How will doing business with your company instead of your competitor(s) make my organization more profitable?"
  • "What have been the biggest operational challenges that you have faced recently?"
  • "What changes do you see in your industry in the next few years and how are you preparing for them?"

One question that I use and find extremely helpful, both in my profession and in personal interactions is “What have I not asked you that I have missed, based on your experiences?” That is always an eye opener and a great way to wrap up the meeting.

Have you used any of these approaches? What technique and questions do you find helpful?

 

 

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Webinar Notes: Aligning Procurement Initiatives to Company Culture

Webinar Notes: Aligning Procurement Initiatives to Company Culture

This week’s featured event was hosted by the Next Level Purchasing Association and was presented by Tim Reis, a procurement manager with 10 years of experience, a regular columnist for Next Level Purchasing’s online magazine and a holder of the SPSM certification. Most importantly, he is an active practitioner.

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Thank you, Merci, Danke, Gracias

Thank you, Merci, Danke, Gracias

Many cultures celebrate the harvest and offer thanks for a bountiful season. As the United States enjoys their Thanksgiving, we felt it was appropriate to thank those who walked along with us this year on our journey. No one succeeds alone and we are certainly aware of that!

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