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

Do you have a question you'd like to ask The Sales Guy? Send it to us at This email address is being protected from spambots. You need JavaScript enabled to view it. and we'll track him down and get an answer. Each week we'll share one question and answer here on BMP.

Do you ever stop to think about the fact that most suppliers know their competition better than we do? When you write the questions in an RFP, think about whether any of them reveal who the incumbent is or show a preference for one supplier based on their specific capabilities - all of our efforts to hide suppliers' identities from each other may be a waste. It is a small world.

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Webinar Notes: Are you "Being Qualified"?

No, I did not mistakenly use horrible grammar in the title of this article. Bear with me and you'll see. This week I attended a FLIP SIDE webinar by the TAS Group called "The Competitive Difference - Customer Collaboration and Sales Execution". I have a page or two of notes, and you can listen to the full recording here, but I took one primary thought away from the webinar:

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Tales from the Flip Side

Anyone with experience similar to "The Sales Guy's" has seen some crazy things from procurement people. We've all made mistakes, but from time to time, a mistake is so big, or a tactic fails so poorly that it becomes a life lesson. Read below - and don't miss the moral to the story at the end...

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Webinar Notes: ‘The Comprehensive Guide to Effective Vendor Management’

This week BMP attended Gartner’s webinar titled ‘The Comprehensive Guide to Effective Vendor Management’ with Research VP Helen Huntley. Below are our notes. The archived recording can be found here.

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Webinar Follow-up: How Well Are YOU Paid?

Last week, BMP attended the Next Level Purchasing webinar on their procurement salary survey. This week we caught up with Charles Dominick, President and CPO of NLP and asked him a few follow up questions.

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Dear Sales Guy...

Do you have a question you'd like to ask The Sales Guy? Send it to us at This email address is being protected from spambots. You need JavaScript enabled to view it. and we'll track him down and get an answer. Each week we'll share one question and answer here on BMP.

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Webinar Notes: How well are YOU paid?

This week we attended a webinar that intriguingly attempted to answer the question "How well am I paid?" with regard to procurement professionals. Our notes are below. The webinar was sponsored by Next Level Purchasing, SPSM certification providers and a BMP partner. You can access the event recording directly by clicking here, although we highly recommend that you join the Next Level Purchasing Association - it is free and you will gain access to a number of valuable resources - including the full length report that inspired the webinar.

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Dear Sales Guy...

Do you have a question you'd like to ask The Sales Guy? Send it to us at This email address is being protected from spambots. You need JavaScript enabled to view it. and we'll track him down and get an answer. Each week we'll share one question and answer here on BMP.

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Book Review: Single Point of Failure

Recent disasters, whether earthquakes, tsunamis, or tornadoes, have threatened business continuity for many industries. As has been pointed out in many recent procurement webinars, this presents an opportunity for us to step up and prove our strategic value to the organization. We cannot, however, rely solely upon the stories in the news.  We need to educate ourselves and be prepared with suggestions.

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Webinar Notes: Procurement Knowledge Management

I've always thought of Knowledge Management systems as databases full of documents. Unwieldy, outdated, only updated when your boss reminds you that participating will be part of your annual review cycle. As it turns out, most of what we already do can be worked into a knowledge management program - we just have to be deliberate about where information goes. The other take-away isn't a new one, but it seems to be one of the hardest ones to maintain.  At the end of a project, it is important to download and record your experiences and lessons learned - for yourself next time or someone else down the road.

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