BMPLogo

LinkedIn Buyers Meeting Point procurement Kelly Barner twitter Buyers Meeting Point procurement Kelly Barner scribd Buyers Meeting Point procurement Kelly Barneryoutube Buyers Meeting Point procurement Kelly BarnerAdobeStock podcasticon

The Point

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

Book Review: A Guide to Positive Disruption

AdobeStock_Joanna

A Guide to Positive Disruption: How to Thrive and Make an Impact in the Churn of Today’s Corporate World by Joanna Martinez delivers a striking combination of advice, tough love, and hope. With this one included, I have reviewed 87 business books in my time at Buyers Meeting Point, but I have never reviewed a book where I already knew the author so well. It is ironic, because this book is intensely personal – not in the biographical sense, but in the way that Joanna lays her professional experiences open for examination, and invites the reader to do the same with their own.

Continue reading
  1184 Hits
  0 Comments

Book Review: The Ultimate Showdown Sales vs. Procurement

AdobeStock_beers

“The only time they don’t say ‘Drop your pants’  now is at the Christmas party.” (p. 10, Epstein on sales' common interations with procurement))

 

The Ultimate Showdown Sales vs Procurement: The Secrets Unveiled at the Negotiation Table by Elliot Epstein and Paul Rogers (2018) is an absolutely fantastic book. In addition to getting two open and unapologetic perspectives on business, I was also left with the feeling that I had made two new friends.

The format of this book is unique, written entirely like a play (one paragraph at a time with the ‘speaker’ identified in the left margin), but it is fitting for the message and experience the authors want to deliver. We don’t need another buttoned-up, polite analysis of how sales and procurement have different approaches, challenges, and incentives – and the authors haven’t given us that. Instead, we get sales (represented by Epstein) and procurement (Rogers) having a debate. If the angel on your shoulder could have a sarcastic exchange with the devil on your other, I imagine it would read much like this. I won’t suggest which function (sales or procurement) is on which shoulder.

Continue reading
  1912 Hits
  0 Comments

Book Review: Mastering High Stakes Negotiations

AdobeStock_HSNegotiation

I cannot guarantee whether you will be successful after a well-prepared negotiation, but I can 100 percent guarantee failure or finding yourself outsmarted and in a concessionary position if you choose not to do a thorough prep prior to a negotiation.” (p. 38)

 

Mastering High Stakes Negotiations: Both Sides of the Table by Mark M. Bilgin, Ph. D. (BookLocker.com, 2017) is true to its title in that it lays out all of the considerations associated with the most critical, highest dollar value negotiations conducted. In an odd way, however, even meeting that high bar is still selling the book short.

If you are a people watcher, or a student of human behavior, you will absolutely love this book. I was immediately drawn in by the author’s use of case studies, both his own and the ‘outside’ experiences of others to illustrate in colorful but honest fashion the incentives and pitfalls associated with negotiation prep. Negotiation is, at its simplest level, the use of leverage, exchange, and (somewhat) predictable human behavior to bring parties together for their perceived benefit. As a result, you can not be a master negotiator without being aware of and interested in what people say and do. That may come as a great relief to anyone that still thinks negotiation is about aggressively dominating ‘them’ to get what is best for yourself at any cost.

Continue reading
  3833 Hits
  0 Comments

Webinar Notes: The Digital Procurement Era

Webinar Notes: The Digital Procurement Era

This week’s webinar notes are from a May 23rd event hosted by BravoSolution (part of their 2017 Real World Procurement Series) and presented by Dr. Rob Handfield, Executive Director of the Supply Chain Resource Cooperative, and the co-author of The Procurement Value Proposition and a new title being released in June, The LIVING Supply Chain: The Evolving Imperative of Operating in Real Time. The webinar is already available on demand here.

Continue reading
  3098 Hits
  0 Comments

Book Review: Supply Chain Construction

Book Review: Supply Chain Construction

This supply chain is the bridge between the customer needs of a market segment and the value-added of a product. If we can’t connect the two, then we have a show stopper.” (p. 4)

Supply Chain Construction: The Basics for Networking the Flow of Material, Information, and Cash by William Walker (CRC Press, 2016) is an impressive work that combines exhaustive supply chain planning considerations, processes, and figures with a narrative that keeps all of the information provided firmly rooted in reality.

I met the author in person at the February 2017 ISM Economic Forum in NYC where he participated in a panel discussion I moderated. Although Bill is an adjunct professor of supply chain engineering at NYU, the book is far from academic. It illustrates critical business principles through plausible real life examples that make their lessons easy to understand and recall long after reading them.

Continue reading
  2995 Hits
  0 Comments

Transcript: Radical Business Model Transformation with Dr. Carsten Linz

Transcript: Radical Business Model Transformation with Dr. Carsten Linz

This content is also available as a podcast on BMP Radio.

Kelly: Hello, and thank you for joining us today. This is Kelly Barner, Managing Director of Buyers Meeting Point. Today I welcome Dr. Carsten Linz as my guest. Carsten is an entrepreneurial leader and expert on innovation-led business transformation that I met in the process of reviewing his recently co-authored book, "Radical Business Model Transformation: Gaining Competitive Edge in a Disruptive World." I will make sure there is a link to my review on today's BlogTalkRadio episode page so that you can learn more about the book. And if you're interested in more of Carsten's writings, I will also share a link to his blog where he further explains and explores some of the themes from the book.

Continue reading
  2456 Hits
  1 Comment

An Unplugged Conversation with the Authors of Supply Market Intelligence for Procurement Professionals

An Unplugged Conversation with the Authors of Supply Market Intelligence for Procurement Professionals

Last month, my co-author Jeanette and I had a conference call scheduled with Jon Hansen for an introductory conversation about our book, Supply Market Intelligence for Procurement Professionals (shameless plug here). For some reason, Jon’s Canadian location prevented him from using my conference call account and we ended up in the virtual green room of his Blog Talk Radio studio. What that means is that, for better or worse, the call was recorded. (You can listen to it here.)

Continue reading
  3876 Hits
  0 Comments

Ten Days and Counting: Supply Market Intelligence for Procurement Professionals

Ten Days and Counting: Supply Market Intelligence for Procurement Professionals

On September 3rd of last year, Jeanette Jones, Owner and Founder of Cottrill Research, suggested (out of the blue!) that she and I co-author a book. There was never any question of whether or not I would do it. I’ve always wanted to write a book. I enjoy doing research and I have been fascinated with procurement ever since I ‘fell into’ the profession in 2003. Jeanette’s suggestion that we write a book to help procurement professionals create their own supply market intelligence combined all three.

Continue reading
  2442 Hits
  0 Comments

Book Review: Can China Lead?

Book Review: Can China Lead?

Can China Lead?

Reaching the Limits of Power and Growth

 

Can China Lead?, by Regina M. Abrami, William Kirby, and F. Warren McFarlan, asks a question that can not be definitively answered but is well worth asking. The authors seamlessly combine their knowledge of China’s history, people, and politics to advise companies looking to engage in commercial interactions with one the world’s second largest economy (As ranked by GDP by the United Nations, 2012). As the authors state in their Introduction, “Chinese businesses compete globally, now going head-to-head with North American and European corporations in telecommunications, heavy machinery, and renewable forms of energy.” (p. x)

 

Continue reading
  2909 Hits
  0 Comments

Book Review: Negotiation for Purchasing Professionals

Book Review: Negotiation for Purchasing Professionals

Negotiation for Purchasing Professionals is the second book by Jonathan O’Brien that we have reviewed. Earlier this year we reviewed Category Management in Purchasing. While each of the books has a different focus, they have more in common than just an intended audience. The most striking similarity is a clear desire to improve the knowledge and capabilities of purchasing professionals by capturing O’Brien’s considerable experience and communicating it in a straightforward manner.

 

Continue reading
  4120 Hits
  0 Comments

Open Call for Predictions: What does the Future of Procurement Hold? #FutureBuy

Open Call for Predictions: What does the Future of Procurement Hold? #FutureBuy

 The best way to predict the future is to create it.

-        Peter Drucker

If we knew what the future held for procurement, we would undoubtedly change some of what we are doing today. Since is it impossible for any of us to be certain about the future, our best option is to form a vision for what we hope the future will hold and align our initiatives to that vision.

Continue reading
Recent Comments
thomasdepaoli@yahoo.com
The future of the supply chain and relationships will radically change. Normally the procurement professional tells or indicates t... Read More
Tuesday, 06 May 2014 14:49
  7660 Hits
  2 Comments

Book Review: Building a Magnetic Culture

Book Review: Building a Magnetic Culture

When you walk into a place - school, restaurant, office - there is a certain 'vibe' that you can pick up on instantly. It is a product of the culture and the management that is there. 

Continue reading
  2438 Hits
  0 Comments

Webinar Notes: Bricks Matter – Meet the Supply Chain Pioneers

Webinar Notes: Bricks Matter – Meet the Supply Chain Pioneers

In this week's sole event, we started the year with a look back at the last thirty years of supply chain management. It was a panel-format webinar hosted by Supply Chain Insights and moderated by Kelly Keller, Vice President of Marketing from Supply Chain Brain. If you are interested in more on this event, visit the Supply Chain Insights site.

Continue reading
  2242 Hits
  0 Comments

Habit 4: Think Win-Win

Habit 4: Think Win-Win

The Seven Habits of Highly Effective People, first published in 1989, is a self-help book written by Stephen R. Covey. It has sold more than 25 million copies in 38 languages worldwide, and the audio version has sold 1.5 million copies, and remains one of the best selling nonfiction business books.

The approach continues to be pertinent in every day life at work and at home. Buyers Meeting Point will be reviewing each of the Seven Habits over the next few months.

Continue reading
  3525 Hits
  0 Comments

Have you Considered ‘Laundering’ Your Savings?

This week’s Wiki-Wednesday article is about the challenges of capturing savings due to cost reduction and avoidance. One of the sections addresses Total Cost of Ownership (TCO), and the difficulties of calculating and reporting on those costs.

Continue reading
  3185 Hits
  0 Comments
Continue reading
  1372 Hits
  0 Comments
Continue reading
  1078 Hits
  0 Comments

What’s Happening at Buyers Meeting Point

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

Continue reading
  1439 Hits
  0 Comments

BMPLogo