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: 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
  1710 Hits
  0 Comments

Book Review: Third Party Risk Management

AdobeStock_financialservices_pig

“Efficient, effective, risk-centric, and risk-adjusted third party lifecycle and risk management is a new and distinct way of doing business. How your company approaches any major change like this one is up to senior leadership.” (p. 162)

 

Third Party Risk Management: Driving Enterprise Value by Linda Tuck Chapman (The Risk Management Association, 2018) tackles one of the topics that procurement organizations discuss most – how to prepare for, handle, and mitigate the risks that result from our company working with third parties. Although it is not declared on the cover, the book is largely focused on the financial services industry. That said, the vast majority of the information will apply to your company regardless of industry or sector.

Continue reading
  2515 Hits
  0 Comments

Recommended Procurement Webinars September 10-14: Taking Action as a Catalyst, in Supplier Relationships, and through a Better User Experience

AdobeStock_spur

Although webinars are primarily a ‘sit back and listen’ format, this week’s recommended webinars are all designed to SPUR you into action! There’s only so much talking procurement can do before the conversation turns to measurable results, and there is a lot of work to do if we are going to deliver in line with procurement’s full potential.

If you’re planning a little further out, I recommend “Putting Data at the Center of Digital Procurement” with ISM and Zycus on September 18th at 2pm ET.

BTW: If you haven’t already, sign up for our mailing list to be sure you get my weekly recommendations in your Inbox each Monday.

Continue reading
  2187 Hits
  0 Comments

Recommended Webinars June 4-8: 3rd Party Financial Risk, Real World RPA, Transforming Supplier Management

AdobeStock_rolldice

And… we’re back! After a 1 webinar week last week – likely due to the Memorial Day holiday in the U.S. – June is already shaping up to be an active month for events. If you like to plan further ahead, I recommend "Building a Best-in-Class Category Management Program: The Newest Trends, Tips and Technologies" on June 12th from SIG and GEP.

BTW: If you haven’t already, sign up for our mailing list to be sure you get my weekly recommendations in your Inbox each Monday.

Continue reading
  1916 Hits
  0 Comments

Recommended Webinars for November 13-17: 2018 Prepping, the Supplier Experience, the BIG Finance Procurement Panel

AdobeStock_thinkbig

We may be approaching the end of the year (scary!!) but the webinar topics and speakers in our calendar show no signs of losing steam. This week we have three very forward-looking topics, one that literally looks at the year to come, one that considers the supplier experience, and one that may finally break the ice between procurement and finance. Click on the title of each recommended webinar below to view the full description and register.

 

BTW: If you haven’t already, sign up for our mailing list to be sure you get my weekly recommendations in your Inbox each Monday.

Continue reading
  2720 Hits
  0 Comments

Recommended Procurement Webinars for July 24-28: Value Management, Risk Monitoring, Digital Transformation

AdobeStock_webinarstreet

This week’s webinars don’t necessarily cover new or out of the ordinary topics, but they do bring us some new voices. See Tuesday’s event to hear from David Atkinson (Four Pillars) and Thursday’s to hear from Linda Chuan (Salesforce). Click on the title of each webinar below to view the full description and register.

BTW: If you haven’t already, sign up for our mailing list to be sure you get my weekly recommendations in your Inbox each Monday.

Continue reading
  3701 Hits
  0 Comments

Recommended Procurement Webinars for Jan 31 – Feb 3: Recognizing Supplier Contributions to Value

Recommended Procurement Webinars for Jan 31 – Feb 3: Recognizing Supplier Contributions to Value

This week’s webinar schedule is light compared to last week, but it is also something of an unofficial supplier celebration. Both events look at the positive opportunities procurement has at hand if we can strike the right balance of competition and collaboration with the supply base. Click on the title of each webinar below to view the full description and register.

BTW: If you haven’t already, sign up for our mailing list to be sure you get my weekly recommendations in your Inbox each Monday.

 

Continue reading
  2374 Hits
  0 Comments

Recommended Procurement Webinars for Dec 5 – 9: Thinking Big for the Path Ahead

Recommended Procurement Webinars for Dec 5 – 9: Thinking Big for the Path Ahead

This is the perfect time of year for thinking big. 2017 stretches before us, completely open and full of promise. It’s also far enough away (and on the other side of the holidays) to be more of a theory than a reality. Click on the title of each webinar below to view the full description and register or visit the BMP events calendar to see what’s on tap for the rest of the month.

Continue reading
  2884 Hits
  0 Comments

Best Procurement and Supply Chain Webinars October 3-7

Best Procurement and Supply Chain Webinars October 3-7

And… just like that… it’s October! In the shadow of The Procurement Revolution the calendar looks a little light this week. That being said, there are two interesting webinars taking place. Click on the title of each event below to view the full description and register or visit the BMP events calendar to see what’s on tap for the rest of the month.

Continue reading
  2386 Hits
  0 Comments

Procurement’s (Not so?) Finest Hour

Procurement’s (Not so?) Finest Hour

Procurement is undergoing a transformation, moving away from process and price and towards undertaking initiatives that demonstrate value for the business. Therefore, when the opportunity arises for procurement to demonstrate its value, you would expect them to seize it in both hands… or maybe not!

We want to share with you a real life situation undertaken this month. We have removed the names of those involved to limit embarrassment; both company names are fictitious, but the scenario is real.

 

Continue reading
  3919 Hits
  0 Comments

The Great North/South Divide

The Great North/South Divide

The principle of a North/South divide has been around for as long as mankind has organized itself into societies. It is a term often used within politics to define the ‘North of the country from the South’. It doesn’t matter if you are referening to the USA, UK, or India, the statement is still applicable. It works on the principle things may be considered different between two groups, thereby creating a barrier to collaboration.

The key to the model is achieving the right perspective. For example, we may embrace a North/South divide within our countries yet still passionate about being part of the same country. Overcoming the divide requires a common agenda, one that everyone can get behind regardless of which side of the divide they are from.

Continue reading
  2669 Hits
  0 Comments

Are Suppliers Faceless Entities?

Are Suppliers Faceless Entities?

The term supplier is banded around with such ease, yet has it devalued the relationship and removed the individual, resulting in generic and stale business relationships?

The supplier

The associated business activity of a supplier is simple enough: the supplier delivers goods/services to the buyer in order to fulfil a contractual requirement. However, the challenge is that the term can also be used in many other ways. For example:

  • It can be used as an excuse to blame poorly structured contracts. “The supplier didn’t agree”

  • It can be used to justify the buyer not doing something they don’t want to do “the supplier didn’t support it”

In essence the word “supplier” is used as a generic label to cover all and any activity between the buyer and their supply chain.

Labels

Society has a habit of labelling many areas of the world we live in, ranging from how one’s spouse might be identified “The wife/husband” through to labelling social, economic, political, regional, and religious groups.

When a label is used it can de-humanise the individual. Sometimes this is a deliberate approach to make it easier to talk about a wider group, however when used incorrectly it can also have a detrimental effect on how the individual identifies their value and how others evaluate their contribution.

Human relationships are behind all commercial contracts, and so de-humanising the relationship may feel like a convenient model for addressing multiple aspects but one needs to question if it will really drive the best out of the relationship.

Who Cares?

When we look at the relationship between the buying organisation and their supply chain, we see a trend. Suppliers who are valued are rarely labelled as “the supplier” but are identified by either the company name or account team members. When this supplier is discussed internally, the ability to name the company/account team demonstrates to the business the value placed upon the relationship.  This has a knock on effect within both organisations, a greater focus placed on the human relationships creates a stronger desire to accommodate and collaborate.

With more and more automation being introduced into the procurement processes, it has the capability to remove the human relationship aspect of doing business. Now more than ever one needs to focus on how labels are applied within business.

Collaboration

Collaboration remains an undeveloped area of business opportunity, with few organisations able to say they collaborate with their entire supply base. Collaboration can take many forms but they all require a human desire to want to engage. The level of support buying organisations can generate from their supply chain may be directly influenced by how the supply chain has been labelled.

The future

The next time you discuss “the supplier” you may want to reflect if it is being used to truly reflect the larger community or to cover up other underlying issues. It is human nature to blame a faceless entity when convenient such as “The Business believes XXXX,” however to get the most out of others you need to respect who they are and what they bring to the relationship.

Continue reading
  3429 Hits
  0 Comments

Best Procurement and Supply Chain Webinars 2/15 - 19

Best Procurement and Supply Chain Webinars 2/15 - 19

This week starts multiple weeks of ProcureCon events – in Toronto this week and in Orlando the week after that. Follow @ProcureCon on Twitter if you’re interested in the goings on. From a virtual standpoint, there are two worthwhile events taking place – see why I think so below. Click on the title of each event below to view the full description in our events calendar and to connect to their registration pages.

 

Continue reading
  2751 Hits
  0 Comments

Best Procurement and Supply Chain Webinars 10/26 – 10/30: Two Types of Outsourcing and a Look at Supplier Engagement

Best Procurement and Supply Chain Webinars 10/26 – 10/30: Two Types of Outsourcing and a Look at Supplier Engagement

This week may not be as busy as last week, but the topics are as diverse as the presenters. And since so many companies ran events last week, this week’s hosts and speakers offer a fresh diversity of perspectives on procurement topics. Remember that we are in daylight savings time season, so double check the starting time of each event in its host country as well as your own. Click on the title of each event below to view the full description in our events calendar and to connect to their registration pages.

Continue reading
  2854 Hits
  0 Comments

Guest Post on the Social Contracting Blog: Contract Management: Yours, Mine, and Ours

Guest Post on the Social Contracting Blog: Contract Management: Yours, Mine, and Ours

In his recent book Global Supply Chain Ecosystems, Mark Millar wrote, "…today's supply chains encompass complex webs of interdependencies, frequently spanning the globe, designed and deployed to optimize critical attributes – such as speed, agility, and resilience – that drive competitive advantage."

His point plays out on a daily basis through the contract management strategies and practices in many organizations. Because our supply chains are no longer linear or consecutive, we may be buying from and selling to the same company at the same time. This puts our organization in the role of being simultaneously both buyer and supplier.

While there is no problem with this, it does raise complexities for the procurement and sales teams if one or the other is unaware of something going on. I can honestly say I have seen this happen firsthand.

CLICK HERE TO READ THE REST OF THIS POST ON THE SOCIAL CONTRACTING BLOG

Continue reading
  1831 Hits
  0 Comments

Implementation of new suppliers

Implementation of new suppliers

As a child at the dinner table, we were expected to try at least a bite of something. Like anyone, we often did not want to try something new. It was not comfortable and it was easier to skip it or default to what we knew we liked. There is an old commercial for Life cereal where Mikey tries it and the famous tag line – Try it, You'll Like It.

 

Continue reading
  2249 Hits
  0 Comments

Webinar Notes: We Don’t Need No Education, But We Do Need Contract Management

Webinar Notes: We Don’t Need No Education, But We Do Need Contract Management

This week’s webinar notes are from an event run on September 3rd by Spend Matters EU/UK, Selectica, and IASTA. The event is available on demand here.

Once you get this classic Pink Floyd tune stuck in your head, it is likely to stay, and maybe that was the idea with this event title. Far from being a strategic sourcing solution ‘add on’ contract lifecycle management requires its own program considerations, including its impact on global supply chains, corporate strategy, and enterprise wide implementation and leadership. In other words, not allowing your next executed contract to be just another brick in the wall.

Continue reading
  2496 Hits
  0 Comments

Book Review: Supplier Relationship Management

Book Review: Supplier Relationship Management

Supplier Relationship Management (Kogan Page, available Oct. 28, 2014) is the third book I have reviewed by Jonathan O’Brien, a Director and co-owner of Positive Purchasing with over 20 years experience in purchasing. As we have come to expect of O’Brien’s work, this book provides an extensive look at the metrics, relationships, and change management considerations associated with supply base collaboration.

 

It is true that supplier relationships, innovation, and collaboration are among the topics du jour in procurement, but O’Brien proves himself well versed in the associated opportunities and challenges.

Continue reading
  4017 Hits
  0 Comments

Town Hall Notes: Designing a Meaningful Set of Performance Metrics for Every Contract

Town Hall Notes: Designing a Meaningful Set of Performance Metrics for Every Contract

This week’s event notes are from the September SIG Town Hall Teleconference. In this open mic event, Dawn Evans, SIG’s President and CEO, led a discussion about the metrics procurement can put in place to drive meaningful results from suppliers. These events, held monthly, are open to buy side members. SIG also welcomes first time buy-side non-members so they can experience the open nature of a SIG Town Hall Teleconference. These events are unsponsored and are never recorded in order to encourage open participation. For more information on SIG Town Halls, click here.

Continue reading
  2466 Hits
  0 Comments

Book Review: Buying and Selling Information

Book Review: Buying and Selling Information

Buying and Selling Information, by career salesperson Michael L. Gruenberg, is a guide to help buyers of information services (think subscription-based online databases). Beyond this very specific case, Gruenberg has good advice to offer buyers and sellers of any product or service. He is a salesperson who ‘gets it’ – or understands the need for buyers and sellers to work together for their mutual benefit, and for the benefit of their organizations. In his own words, “It’s all about equal footing, momentum, and success” (xviii).

 

Continue reading
  3015 Hits
  0 Comments

BMPLogo