Sourcing Connectivity: Managing Wireless Spend

Connectivity is at the core of the modern business. Whether your organization is comprised of one small office with 10 people or a large multinational employing thousands, it is key to find the correct connectivity mix to support your business needs. 

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Providing Real Value in Data Analysis

Data analysis has an image problem. Despite the fact that data collection is priority one, regardless of how common “big data” buzzwords have gotten, and setting aside all the calls for data-centric decision making… The boots on the ground, those of us who manage this analysis daily, have a problem.

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Why Your RFP Responses are Failing

From buyers to suppliers, everyone knows that the Request for Proposal (RFP) process is… less than ideal. At the same time, it is often central to the procurement process, so sales teams everywhere should be prepared to put their best foot forward when responding.

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Empowering Procurement to Drive M&A Activity

The uncertainty surrounding Mergers and Acquisitions (M&A) can be frightening for all employees involved, but often overlooked is the potential a merger can bring for procurement to hit the “RESET...
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Momentum and Sustainability Create Impact: How Marketing and Procurement Can Deliver Business Growth (Part 2)

In part 1 of this series, I addressed the misaligned nature of the past relationship between procurement and marketing – as well as the disruptive potential for companies that can bring these two team...
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Momentum and Sustainability Create Impact: How Marketing and Procurement Can Deliver Business Growth (Part 1)

We’ve seen a recent trend of Fortune 1000 companies reducing their agencies by almost half to optimize spend and increase productivity within marketing.  This has been a gradual, strategic consol...
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Small Businesses Can Have a Sustainable Supply Chain Too

In my article Data & Socially Responsible Procurement, I discussed how data analytics is located at the intersection of corporate social responsibility (CSR) and procurement. In particular, I expl...
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Transforming the Perception of Procurement in your Organization

While the strategic vision of an organization is usually consistent across departments, each function’s strategies to achieve that vision do not always align.  Just as legal and HR are there to e...
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Broken Procurement Theory

I recently read about ‘Broken Windows Theory’ from a 1982 Atlantic article by George L. Kelling and James Q. Wilson. It is a criminological theory that suggests small but visible signs of public disar...
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China: Beyond the Trade War Hype

Globalization has transformed the world into one big economy. Capitalist theory suggests that markets in an open and healthy economy promote widespread well-being by increasing competition and ensurin...
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How to Maintain Your Seat at the Table (Even if you aren’t there yet)

Procurement organizations often note one pursuit above all else: getting a seat at the table. I think we have coined this phrase more than any other in the procurement space in the last decade. If you...
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Setting the Foundation: Preparing Spend Data for a Procurement Metrics Program

Metrics are a critical aspect of measuring the success of any business function. The importance of quantifying progress against goals and objectives cannot be overstated. Without a metrics program, un...
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Establishing Trust in Transformation

When working with transformation advisory clients, we often talk about the role of procurement and the need to change how they are perceived within the organization. Changing stakeholder perceptions i...
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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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Managed Print Services Models Part II: Actual Volumes or Allowance + Overages?

In Part I of this series, Managed Print Services Models Part I: Lease vs Buy?, we looked at the key business considerations when making the lease vs. buy decision for acquiring copiers/printers. The other decision point within an MPS program is determining the service/maintenance agreement structure.

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Managed Print Services Models Part I: Lease vs Buy?

In a world where everything seems to be moving to ‘digital’, many people may assume printing is going the way of the dodo. And yet, managed print programs and the costs associated with copiers, printe...
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Fleet: Key Considerations

Have you ever wondered what other company’s fleets look like? How other companies source their fleet units, parts, and services? What information is needed to begin? The first thing to know, is that n...
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Bot Technology: A Procurement Experts Thoughts

The ‘app boom’ is widely recognized to be slowing as we approach the half way mark of 2017. Success stories such as Snapchat and Uber remain (in terms of continued, steep growth), but the aggregate gr...
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Recent Comments
Guest — Alan Holland
I agree that bots will soon take control of tactical sourcing projects and the strategic sourcing projects pose more challenges. H... Read More
Monday, 17 July 2017 09:29
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No Leverage? No Problem: Tips for turning a lack of negotiating leverage into a winning strategy

 “We take a buck, we shoot it full of steroids and we call it leverage.” -Gordon Gecko (Wall Street 2)   Leverage - a word that has such meaning it could be used to define itself. When it co...
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Sourcing Custom and Secondary Packaging: Considerations for Optimal Results

Each purchasing category, whether indirect or direct, has a unique set of parameters that can be optimized to take full advantage the savings opportunities in the market. The packaging category is no ...
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