Book Review: The Learned-it-in-Queens Communications Playbook: Winning Against Digital Distraction

“We are rarely totally engaged or present. We are digitally distracted. And, as I said earlier, on an ongoing basis we have tuned out what’s happening around us.”  - Julienne B. Ryan, p. 22  ...
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The Role of Emotional Intelligence in Negotiations

Procurement and supply chain professionals must be aware of and strive to improve their emotional intelligence. It has a key impact in negotiations. Soft skills are becoming more important - even in the digital age.

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Guest — Dr. Tom DePaoli
Emotional intelligence can be measured and I recommend this book. Emotional Intelligence 2.0 by Bradbury and Graves. As far as try... Read More
Friday, 23 October 2020 14:40
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Can Appreciative Inquiry Work for Purchasing?

Most purchasing professionals have never heard of appreciative inquiry. It is a systematic discovery process to search for what is best or positive in an organization or its strengths. These strengths...
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Book Review: Leadership by Storytelling

Leadership by Storytelling: The Best Way to Learn Good Leadership Skills, by Dr. Tom DePaoli, is the latest in a long line of books that are firmly based in reality and provide advice that is easy to ...
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Recommended Procurement Webinars Oct 28-Nov 1: Digital Readiness, Ideas for the C-suite and Supplier Management in a Turbulent Economy

In addition to this week’s webinar recommendations, ProcureCon MRO is taking place in Atlanta, GA on the 28th and 29th.

If you are looking for a longer term webinar recommendation, check out “Mission Critical for 2020: Touchless Supplier Management” from Spend Matters and APEX Analytix and featuring a case study on JetBlue, November 12th at 11am 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.

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Book Review: Soft Skills for Hard Business

“…we need to be prepared to think the unthinkable, even if we subsequently have no plan to deal with it now, as we may have in the future.” (p. 62) Soft Skills for Hard Business by David Loseby (FCMI,...
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Book Review: A Guide to Positive Disruption

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 o...
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Book Review: Fundamentals of Risk Management (5th Ed.)

“When considering any contribution that risk management can make to the organization, it is important to decide whether the contribution will relate to strategy, projects and/or operations. The decisi...
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What would you do? Increasing the alignment of multi-functional negotiations

Picture this: your organization needs to create a multi-year contract covering critical components for its manufacturing process. Because of the technical nature of those components, management reques...
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Book Review: Expensive Sentences

“We can spot an Expensive Sentence by its impact. Expensive Sentences limit information. They end conversations. They create urgency and isolation. They reduce options. They steal choice.” (p. xviii) ...
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The True Cost of Noncompliance

Have you ever wondered why your savings projections supersede the realized savings? Have you ever been challenged by your finance department to validate the projected cost savings one year into an agr...
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The Secret of the Procurement Director

It had been a particularly hard week for the whole team. Factory audits had been going on with the accuracy of a Swiss watch (plane, factory, hotel, plane, factory, hotel...). That Friday night we wer...
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Book Review: Mastering High Stakes Negotiations

“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 choo...
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The Importance of Vision, Messaging, and Alignment

Editor’s note: Scott Jancy is a multi-faceted professional, with experience as a historian, an architect, a Naval Officer, a planner, and a consultant. He blogs often on innovation, leadership, and de...
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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 S...
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Would You Buy From You?

If you were to review your own procurement team’s achievements and capabilities from the perspective of a customer, would you buy from you? The principle of using an internal business function which i...
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Book Review: Avoiding a Supply Chain Apocalypse

Dr. Tom DePaoli recently released Avoiding a Supply Chain Apocalypse. It is a collection of the best advice he has to give on topics ranging from relationships to negotiation to Kaizens and story...
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How to Successfully Break-Up With Your Incumbent Supplier

Anyone who has ever completed a Request for Proposal (RFP) has had the unfortunate experience of informing all but one or two suppliers they have not been awarded the business.  It may be difficu...
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Guest — Alun@marketdojo
Great article. We have found that far too many eAuction negotiations end up with the incumbent even though they dont end up in fir... Read More
Thursday, 10 December 2015 04:32
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Three Things ‘Rock Star’ CPOs Know About Procurement Influence

Last month I had the opportunity to speak with Dave Bowen, Xchanging’s US Country Manager and CEO of MM4. Xchanging has now released two parts of the research they conducted into procurement and supply chain. You can read my coverage of the first two parts here and here.

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Procurement Perspectives Podcast: Panel Discussion on The Politics of Procurement

This week's guest audio comes from a panel discussion moderated by Code for America. They create open source solutions and facilitate a collaborative community around their use. Code for America also hosts an annual summit that brings together public sector innovators and the organizations that collaborate with them – and that is where this particular recording was made: at a 2014 summit panel on public sector procurement.

In this exchange, the panel responds to an audience question about the politics of procurement and facilitating cross-functional communication for the sake of gaining buy in.

The full video – Procurement for the 21st Century - is available on their YouTube channel. You can listen to the podcast on Blog Talk Radio or on our Sound Cloud page.

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