Buyers Meeting Point procurement by Kelly Barner

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

Webinar Notes: 2013 E-Sourcing Resolution: Create Win-Win Solutions with Suppliers

Webinar Notes: 2013 E-Sourcing Resolution: Create Win-Win Solutions with Suppliers

This week’s featured webinar was hosted by CombineNet: ‘2013 E-Sourcing Resolution: Create Win-Win Solutions with Suppliers’. The event is already available on demand on their website.

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Guest
Nice post, lot of thanks to suggest these e-sourcing resolutions are more helpful. it is the perfect time to reflect on the past a... Read More
Tuesday, 19 March 2013 07:21
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Webinar Notes: SIG Special Report Webinar: Executive Roundtable Findings

Webinar Notes: SIG Special Report Webinar: Executive Roundtable Findings

This week’s featured webinar was hosted by Sourcing Interests Group and was a special offering based on what they learned this fall by hosting a series of executive roundtables. This week’s ‘Special Report Webinar’ gave four round table facilitators an opportunity to share what they heard CPOs discussing on a number of current topics including talent retention, sourcing pressure points, risk and sustainability. I encourage you to read the highlights below and to view the event on demand on SIG’s site, as well as to read my own editorializing at the end of this post.

Simon Woodcock, Xchanging

Collaboration will take the place of negotiation as procurement looks to fully leverage the capabilities of the supply chain. Building relationships with suppliers and further integrating networks will move us away from a focus on component cost and towards outcome based compensation models. Be sure to question and restate the true purpose of procurement in the organization, adjusting the model and goals of the group as needed.

John Evans, Denali Group

The items on the forward-looking CPO’s agenda include supplier relationship management, reassessing skills requirements and finding new ways to add value for the business. From a talent management standpoint, many CPOs are starting to embrace the skills traditionally found in sales or business development professionals. This strengthens the relationship building capabilities of the organization but introduces challenges around compensation levels and models.

Colleen Tiner, Beeline

In order to build reputations, respect and recognition within the organization, many procurement teams have found that the best approach is to do a favor – managing “The Big Ugly” as she called it. The Big Ugly is any project or problem facing the organization that procurement can address, in many cases because no other group wants to make the attempt. The effort to influence business units is most effective when played as a long term strategy: “relentless pressure, gently applied.” Her take on the talent challenge required creativity and flexibility as professionals are moved in and out of the organization. Look for skills sets in unexpected places and be open to moving team members to other functions in the organization.

My own read on the roundtable findings…

When I think about the observations of each facilitator, the point that is clear to me is that procurement is changing. This is not a new idea by any means. Outsourcing of the function is gaining increased acceptance across industries and companies. While some CPOs still hold significance within their organization, many others find their positions downgraded or merged into the responsibilities of others. Procurement ACTIVITY is alive and well, and will be as long as companies remain in business.

But… as tactical purchasing work is outsourced, the use of automation becomes more widespread, skill sets in procurement become more broad, and organizations prepare to handle the increased turnover of Millenial employees, the future of the procurement DEPARTMENT is coming into question. Many of the discussions that took place at the roundtables seem to indicate that procurement is looking to evolve for defensive reasons rather than to increase our influence from a position of strength.

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Webinar Notes: Strategic Sourcing in Mergers & Acquisitions

Webinar Notes: Strategic Sourcing in Mergers & Acquisitions

This week’s featured webinar comes from the Global eProcure webcast library. If you are interested in viewing this or their other webinars, click here to select a webinar and provide some basic registration information to view.

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Webinar Notes: Is Your E-Sourcing Process a Trick or Treat?

Webinar Notes: Is Your E-Sourcing Process a Trick or Treat?

In the spirit of this week being Halloween, CombineNet hosted an event that absolutely wins the award for creativity so far this year. In “Is Your E-Sourcing Process a Trick or Treat?” they walked through best practices for avoiding “rotten pumpkins” (the feeling you get when using an inefficient approach), “spreadsheet zombies” (created when you spend too much time staring at Excel-based bids), and “pitchfork-wielding mobs” (frustrated stakeholders – need I elaborate further?)

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Guest
Thank you for highlighting the event and key messages, Kelly. We had fun putting it together. And thank your for sharing the "cutt... Read More
Friday, 02 November 2012 09:26
Guest
Kelly Great article and story. Any story involving Grandma's recipes is bound to be a winner. I love your point regarding ensuring... Read More
Friday, 02 November 2012 11:46
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Webinar Notes: Putting the ‘World’ into World Class Procurement

Webinar Notes: Putting the ‘World’ into World Class Procurement

This week’s featured webinar was hosted by Sourcing Interests Group: ‘Putting the “World” into World Class Procurement’. Chris Sawchuk, a Principal in the Global Procurement Advisory practice at The Hackett Group, discussed how leading procurement organizations achieve world-class performance by leveraging the strength of a global network. You can access the presentation slides from the webinar here.

 

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Webinar Notes: Realizing Hard-Won Savings at H.J. Heinz

Webinar Notes: Realizing Hard-Won Savings at H.J. Heinz

This week’s featured webinar was hosted by Supply & Demand Chain Executive and sponsored by SAP: Realizing Hard-Won Savings at H.J. Heinz.You can access the event on demand here.

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Reverse Differentiation: Achieving Most Favored Customer Status

Reverse Differentiation: Achieving Most Favored Customer Status

“The skills for becoming a champion caliber negotiator are acquired skills. Nobody is born with great negotiating skills. You are born with the skills of crying and breathing, all other skills you acquire throughout your life.” – Soheila Lunney

 

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Making Small Talk with Sales: Far Beyond Discussing the Weather

Making Small Talk with Sales: Far Beyond Discussing the Weather

“The skills for becoming a champion caliber negotiator are acquired skills. Nobody is born with great negotiating skills. You are born with the skills of crying and breathing, all other skills you acquire throughout your life.” – Soheila Lunney

 

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Webinar Notes: A Programmatic Approach to Sourcing: Delivering Real, Lasting Value

Webinar Notes: A Programmatic Approach to Sourcing: Delivering Real, Lasting Value

This week’s featured event was hosted by Sourcing Interests Group and featured two senior members of Denali Group’s team sharing their experiences with the use of strategic and non-strategic category sourcing to meet overall goals. The right balance of the two supported by an efficient balance of people, process, and technology opens the door to long-term value creation and impact within the organization. If procurement organizations are going to excel in today’s climate of scarce resources and high expectations, we need to explore every opportunity to the fullest. And of course the real goal of accomplishing all this is securing a voice for procurement in the strategic planning process of the company.

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Webinar Notes: The New Brushstrokes of Supply Chain Planning

Webinar Notes: The New Brushstrokes of Supply Chain Planning

"If I had asked people what they wanted, they would have said faster horses."

-- Henry Ford

This week’s featured webinar was hosted by Kinaxis and brought us perspectives on the evolving modern supply chain from Lora Cecere, founder of Supply Chain Insights, a research, speaking, advisory, and training firm focused on making supply chain leaders and their teams more effective. Lora spent nine years as an industry analyst with Gartner Group, AMR Research, Altimeter Group and is now the founder of her own firm.  Prior to becoming a supply chain analyst, she spent fifteen years as a leader in the building of supply chain software and twenty years as a supply chain practitioner at Procter & Gamble, Kraft/General Foods, Clorox, and Dreyers Grand Ice Cream.

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Webinar Notes: Maintaining a Talented Supply Management Workforce

Webinar Notes: Maintaining a Talented Supply Management Workforce

This week’s featured webinar was hosted by the Institute for Supply Management and included speakers from CAPS Research, Forrester Research, and two members of the Northrop Grumman supply chain team. Although talent management initiatives have historically been driven by human resources departments, an increasing number of supply management organizations are taking over this critical task as a part of their long term success strategy. The webinar is available on demand on ISM’s website.

 

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Webinar Notes: Procurement and Negotiation Strategies for Health Care

Webinar Notes: Procurement and Negotiation Strategies for Health Care

This week’s featured webinar was presented by My Purchasing Center in conjunction with Corporate Contracts, Cardinal Health, and event sponsor Puridiom. The entire event (slides and audio) can be viewed on demand here.

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Webinar Notes: In Search of Spend Optimization

Webinar Notes: In Search of Spend Optimization

This week’s featured webinar was sponsored by Coupa with main speaker Constantine Limberakis, Senior Market Researcher at Aberdeen Group. The slides from the event are available on Coupa’s website as a download. The event replay is also available here. You can also follow Constantine on Twitter: @ABG_SpendMngmt

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Kelly Barner
For a limited time, you can download a complimentary Aberdeen report on center-led models and spend optimization: http://aberdeen.... Read More
Sunday, 19 August 2012 09:26
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Webinar Notes: Maximize the Strategic Value of Supplier Networks

Webinar Notes: Maximize the Strategic Value of Supplier Networks

This week’s featured webinar was hosted by ISM with contributions from Constantine Limberakis, Senior Analyst in the Global Supply Management practice at Aberdeen Group, and John Lark, Director of Solutions Marketing at Ariba. If you are interested in the subject but didn’t make it to the webinar, you can download a related Aberdeen Group report on ISM’s site. You can also follow Constantine @ABG_SpendMngmt or John @AribaProcure on Twitter.

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Webinar Notes: Advancing the Procurement and Finance Partnership -- An Industry Veteran's Insights

Webinar Notes: Advancing the Procurement and Finance Partnership -- An Industry Veteran's Insights

This week’s featured webinar was hosted by Sourcing Interests Group and sponsored by Ariba. The ‘industry veteran’ referred to in the title was Lamar Chesney, former EVP and CPO of SunTrust Bank. His four-decade career in finance and supply chain spanned eight industries and eleven companies including Marsh McLennan, Coca-Cola, and Delta Airlines. He was joined by John Lark, Senior Product Marketing Manager at Ariba.

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Flip Side Webinar Notes: Leveraging Patterns in Negotiation

Flip Side Webinar Notes: Leveraging Patterns in Negotiation

This week’s Flip Side coverage comes from last week’s webinar on negotiation hosted by Think! Inc. The primary speaker was Brian Dietmeyer, CEO and President of Think! Inc and author of several books on negotiation including Strategic Negotiation. Although this event was predominantly geared to a sales audience, negotiation is negotiation. If you aren’t sold on the connection to procurement performance, read on to learn more about the ‘moment of truth’: when a sales person is facing their procurement counterpart across the negotiating table. 

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Webinar Notes: Experts Share Supply Chain Sustainability Best Practices

Webinar Notes: Experts Share Supply Chain Sustainability Best Practices

This week’s featured webinar was hosted by Supply & Demand Chain Executive and sponsored by C.H. Robinson, a global leader in third party logistics. The speakers were from Nature’s Path Foods and the Sustainable Food Trade Organization. Twitter #ShipGreen for more information or to join the conversation.

The Sustainable Food Trade Organization shared the structure that Nature’s Path was able to leverage for their sustainable logistics program. Most members of the SFTO see both consumer demand and regulatory pressure as drivers for their sustainability programs. As with other change management efforts, companies find it difficult to get started on being more resource efficient and strategic about their sustainability.

 

The SFTO also recognizes the common wisdom that you can’t manage what you don’t measure. They had identified the need for appropriate metrics to help guide businesses through the implementation of sustainability programs. It took years to collect the member feedback and research required to put together a list of eleven metrics specific to the organic food industry: organic, energy, climate change, distribution, water use, packaging, waste, animal care, labor, education, governance. These metrics are used for reporting, accountability and continuous improvement, and are available on their website.

 

Nature’s Path is a member of the SFTO, and they used the sustainability metrics to drive cost reductions and environmental impact reductions through their third party logistics program. Key among the measurable goals of their program was to reduce waste, defined as contributions to landfills and their CO2 footprint including supplies coming into their facilities as well as consumer-ready product going out. 78% of their ingredients are sourced in North America, production takes place in Canada, Washington and Wisconsin, and their product is shipped to 42 countries. They share their annual sustainability report on their website.

 

Nature’s Path Sustainable Logistics Case Study

With the support of the SFTO measurement framework, Nature’s Path began working with C.H. Robinson on improving the sustainability of their logistics needs. From the beginning this was a collaborative effort between the organizations, and they co-created the program based on shared goals. Nature’s Path wanted to be involved with the direction of the process but not the details of how to make it happen because the logistics piece is not their focus.

 

They were able to take advantage of a number of opportunities to improve both environmental impact and also cost effectiveness by strategically locating distribution facilities as they expanded and taking advantage of intermodal optimization: blending the use of rail, ship and truck to manage both costs and emissions.

 

They minimized border crossings between Canada and the US to reduce miles as well as customs fees, and looked to find new eastern ingredient sources so they were sourcing where they sold – both supporting local communities and minimizing transportation costs. Another example of benefitting financially while staying true to their core values was in the handling of damaged packages. Nature’s Path and C.H. Robinson would find a way to donate them to local food banks or shelters: saving the cost of return shipping while also supporting local communities.

 

With the structure of metrics in place from an early point in the process, data management and therefore reporting were a high value outcome. Reporting was key to helping Nature’s Path understand their progress and successes and also to continue to grow the benefits through their customers and stakeholders. The facts allowed Nature’s Path to demonstrate to their customers how they could further reduce costs and environmental impact with their ordering procedures.

 

Results:

  • CO2 footprint reduced by 20%
  • Customs charges reduced by 60% (less finished goods moved across borders)
  • On time delivery over 90%
  • Reductions in transport costs through modal conversions, consolidation, fewer miles traveled
  • Shortages, damages, returns almost eliminated
  • No increase in size of the Nature’s Path internal logistics department
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Webinar Notes: Purchasing Power: The Strategic Role of Procurement in Today’s Economy

Webinar Notes: Purchasing Power: The Strategic Role of Procurement in Today’s Economy

This week’s featured webinar notes are from a My Purchasing Center sponsored event that looked at the evolving role of procurement in today’s organizations. Speakers Barbara Kline (BreakThru Center) and Michael Walters (Transformance Inc) shared their knowledge and experience, predominantly through a case study on the purchasing organization from Honda’s North American operation.

The webinar was recorded and will be available on demand from the My Purchasing Center website.

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Webinar Notes: How to Eat An Elephant: Supply and Risk Management at ABB

Webinar Notes: How to Eat An Elephant: Supply and Risk Management at ABB

This week’s featured webinar was hosted by Emptoris and Procurement Leaders, with a supplier lifecycle management (SLM) case study from The ABB Group. You can view an on demand version of the event by clicking here. ABB is a global leader in power and automation technologies that enable utility and industry customers to improve their performance while lowering environmental impact. In 2010 they had $32B in revenue. As a 120 year old organization, they were decentralized with five divisions.

 

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Webinar Notes: Introduction to Quality Management in Procurement

qualityProcesses will always have some variations in output despite the best controls. Constant measurement is the best approach, tracking variations on a sampling of product. The key measurement technique is sigma, a measurement of standard deviation. A small sigma (or deviation) is most desirable, with the expectation that supplier quality will be within six sigmas (or 2 parts per billion) of the center.

 

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