These webinar notes are from a May 19^th event sponsored by GEP and presented by the Hackett Group’s Kurt Albertson. If you are interested in viewing it on demand, GEP has it up on their site, accessible after a free registration.

This event was very ‘man-moment-machine’ in its approach to procurement’s current status and future potential. Albertson opened the event by talking about the facts that net margins have not returned to their pre-recessionary (2007/2008) levels and revenue growth is down. While this sounds like bad news and more bad news, it is really a confirmation that procurement’s search for something new is right on target. Companies as a whole are going to have to make changes in order to be successful going forward. Innovation and expanding into new markets have become the priorities as companies strive to improve their growth rates and potential.

While people may talk about the procurement process, the procurement discipline actually encompasses a number of different processes. They include spend analysis, supplier relationship management, and...

There are quite a few events this week, even with the Memorial Day holiday on Monday in the U.S. Click on the title of each to connect to that event on our calendar and link to the registration page.

 Supply chains that are governed well will also protect the environment and create ethical behaviour not only between the transacting partners but hopefully across the network. However, developin...

It’s been a good couple of weeks for research in procurement. Late last week, Proxima Group released their findings around how consumers perceive companies that find themselves entangled in supplier-related controversies. Then on Tuesday, Xchanging shared the first results from research they did with input from over 800 procurement decision-makers spread evently across the U.S., U.K., and mainland Europe.

While the complete research will be released one chapter at a time (starting with the New Role of Procurement), the high level findings suggest that the sources of procurement’s challenges aren’t what we previously thought.

Late last week, Proxima Group revealed the initial findings of research they commissioned into how consumers – American consumers specifically, feel about companies that find themselves on the wrong end of a supplier scandal.

According to the release, “The study of typical American consumers, commissioned by sourcing and procurement specialist Proxima, reveals that 74% of respondents stated they would be unlikely to buy products or services from a company involved in controversial supplier practices. Furthermore, nearly 66% would stop giving such a company their business even if that company was the most convenient and cheapest option.”

Any one of this week’s recommend webinars will be a good pick if you are looking to increase your skills, your influence, or your … click on the title of each to connect to that event on our calendar and link to the registration page.

“The big idea behind this book is that the way a company configures its operations to deliver this brand experience to customers – while delivering viable financial performance – is an opportunity for...

The BMP events calendar is stocked for the rest of the month of May, and this week I recommend the following webinars… click on the title of each to connect to that event on our calendar and link to the registration page.

This week’s webinar notes are from an April 30^th event hosted by Sourcing Interests Group and presented by Denali’s Alan Veeck and special guest Paul Smith from ‘Lead with A Story’, a coach, speaker, and author.

The webinar explored how professionals can leverage the techniques of storytelling to build influence and communicate an important message in an effective way. In Smith’s terms, storytelling is simple, timeless, contagious, and memorable, and it works across demographics.

Within the context of procurement, Denali has been incorporating storytelling into the training they provide to category managers. With the wide range of responsibilities being handled by category managers today, they have to function within an operating model that allows for proper division of labor. Coaching them is like cross training, bringing together a range of diverse skills that will help them become more strategic.

The lessons from this webinar combine to create something like ‘communication theatre’ that you can leverage to get your message through – as long as you are willing to put in the effort up front. What the speakers did not directly address in this event, but that should not be underestimated, is the time and planning required to apply storytelling. You have to know your audience, craft a story in such a way that it has the desired effect, and choreograph the execution carefully.

Last week, Coupa ran a three part blog series based on a conversation I had with their marketing team about the role social media plays in supply market intelligence creation. You can read them here, here, and here. This is a subject that Jeanette Jones and I touched upon in our book, Supply Market Intelligence for Procurement Professionals, but it was certainly not our focus.

While social media is a great tool for news gathering and intelligence creation, it isn’t something that was ever part of my formal training – either in procurement or otherwise. I learned how to leverage the power of social media purely ‘in the wild,’ driven by the need to grow the footprint and brand recognition for Buyers Meeting Point. I am so glad that I did, both because we have seen clear benefits in our traffic, and because now I am in a position to apply what I have learned to the work that must be carried out by practitioners.

This week’s webinar notes are from an April 16^th webinar hosted and presented by Supply Chain Insights. The webinar is already (!!!) available on demand.

Boy, did I pick a winner in this event. I originally attended to learn more about inventory management in the face of uncertain demand and fragile extended supply chains. What I came away with were some brilliant observations that will absolutely make their way into the book that Jon and I are writing on Procurement at a Crossroads in the form of quotes pulled from Lora Cecere’s Supply Chain Shaman blog.

This week’s webinar notes are from an April 9^th webinar hosted by ISM and presented by Mark Dunn, Lexis Nexis’ Due Diligence Segment Leader for Risk and Compliance. ISM’s previous web seminars are listed on the lower portion of this page on their website.

This event, titled “Mitigating Risks and Impact of Sanctions Regimes on Your Supply Chain,” specifically addressed risks that are outside of the norm for most supply chain and procurement professionals: money laundering, bribery, corruption, and diplomatic or economic sanctions. The sanctions, which might be in place as the result of violating international law or human rights violations, can be established against countries, organizations, companies, individuals – even specific vessels. The measures against these entities may be restrictive or coercive in nature.

On Tuesday, we ran a guest post from keelvar’s founder and CEO Alan Holland. In the post, he challenges many of the traditional notions procurement practitioners have about the solutions they use, what to expect from those solutions, and how to select which solutions to implement.

It is natural to follow the developments at the larger solutions providers in the procurement space. Acquisitions, especially notable ones, always result in an interesting news cycle before dying back down to become part of the new status quo. But there have been equally interesting changes and developments taking place at smaller solution providers. We owe it to ourselves to be as aware of those changes as we are of the big shifts.

In my view, there are several niche companies deserving of attention, and they represent not only a new or alternative take on what we currently have available to us, but also a new way of looking at the solutions that support procurement. As long as there are visionary entrepreneurs who are willing to apply themselves to the procurement space, we should encourage them and do everything we can to support them in their efforts – because in the end, we are the ones who benefit.

This week’s webinar notes are from a March 31^st event sponsored by SAP/Ariba and presented by Andrew Bartolini of Ardent Partners. I assume it will be made available on demand on Ariba’s Resource Page – you can click Show Search Options and Search by Type to focus on webinar replays.

This is Ardent Partners’ 10^th annual CPO Rising research and report. This year’s participant group included 318 CPOs (and similarly positioned procurement leaders) in the survey and a group of 26 who were interviewed for additional information and context.

Listen daaahlings, let me tell you a little something about negotiating. Talking about money is so… GAUCHE. No no no, that won’t do at all. Today, enlightened procurement professionals collaborate. We innovate. We partner. We strategize. I do for you… you do for me… we have a relationship. No ugliness, no shoving. After all, there is no need to stoop to talking about dollars and cents. We have people for that. Right? Yes, well, have your people call my people: we’ll do lunch.

Oh please!

We can’t say that procurement no longer needs strong negotiating skills just because many spend categories are now being managed in a more relational way. Making that assertion demonstrates a fundamental lack of understanding about what it means to negotiate. Negotiation is a phase, not an action. There are a myriad of skills required to be an effective negotiator, and they are different for each set of circumstances.

This week’s webinar notes are from a March 25^th webinar presented by the Outsourcing Institute and Alsbridge. This is too soon to expect the on demand version to be available (assuming it will be) but here is the link to the page where OI posts their on demand events. There was also talk of a whitepaper related to the webinar content, and I will post the link to that’s as soon as I am sure which one it is.

This week’s webinar notes are from a March 9^th webinar hosted by IACCM and presented by IACCM Resourcing CEO Susanne Birch. Before I share any of my notes from the event, I have a confession to make. It may not seem related, but bear with me.

I despise pink rollerblades.

This week’s webinar notes are from a March 5^th webinar hosted by Gartner. Douglas Laney, a Gartner Research VP, who made the presentation, was a strictly no-nonsense guy. He opened the webinar by introducing himself as not being either a tech/tools or Magic Quadrant guy.

That combination definitely benefitted the audience, as the following presentation on analytics, data, and information, was application or function agnostic and offered real insight for any team in an organization attempting to harness the power of data for competitive advantage. Not all companies display the same attitude towards information and its potential perhaps because, as Laney pointed out, information is not yet a balance sheet asset.

This week’s webinar notes are from a February 18^th event presented by Selectica and featuring Ardent Partners‘ Andrew Bartolini. The event is available on demand on Selectica’s site.