We’ve all heard the saying, “Don’t keep all your eggs in one basket.” Choosing to dual source a category means using two (or more) suppliers to provide identical copies of a product or service. Many c...

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.

 Supply chains are similar to humans—imperfect. Their successes within business plans are a product of accurately forecasting how to survive crises and minimize damage in high-risk scenarios. Bal...

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.

 Wouldn’t it be nice to know the future for certain? There are few fail-proof ways to see shifts in the business landscape before they occur, but there are ways to ensure your goals stay on the c...

Last month, my co-author Jeanette and I had a conference call scheduled with Jon Hansen for an introductory conversation about our book, Supply Market Intelligence for Procurement Professionals (shameless plug here). For some reason, Jon’s Canadian location prevented him from using my conference call account and we ended up in the virtual green room of his Blog Talk Radio studio. What that means is that, for better or worse, the call was recorded. (You can listen to it here.)

This week’s webinar notes are from a January 13^th event run by ISM and presented by IBM. It is available on demand on ISM’s website. The presenter was Steve Peterson from the IBM Institute for Business Value, and he spoke about the findings of their 2014 CPO Study, the results of which were released by IBM in December. The focus of the study was on procurement role models – or leaders – and what they are doing differently than the rest of the pack. There were three ideas that appealed to me as new ‘angles’ on familiar problems presented in this event.

“The best operating strategies and metrics portfolios are built when companies translate business strategy into tactical plans.” (p. 47)

Supply Chain Metrics That Matter (Wiley, 2015) was written by Lora Cecere, founder of Supply Chain Insights and author of the Supply Chain Shaman blog. I am familiar with her work from the many webinars she has spoken on, as well as through the Supply Chain Index developed by her research firm.

“The whole is more than the sum of its parts.” – Aristotle We believe we have good data… but is it complete? I’ve had many conversations with Travel and Procurement managers about how much addressable...

 It’s no secret that when a company is looking to solicit bids for a project, opening up a Request for Proposal (RFP) offers a simplified, standardized, and centralized means to compare diverse b...

Logistics and Supply Chain in Emerging Markets (Kogan Page, 2014) by John Manners-Bell, Thomas Cullen, and Cathy Roberson adeptly captures the interconnectedness of global economies and commercial act...

This week’s webinar notes are from a December 10^th webinar hosted by Directworks. The event will be available on demand in case you were unable to attend – we’ll add the link here once it becomes available.

The event took on an ambitious list of topics in quick dive rapid succession. In addition to Greg Anderson and Michael Cross of Directworks, the speakers included Spend Matters’ Pierre Mitchell, Steve Rogers of Havi Global Solutions, and – oh yes – yours truly.

Humanitarian Logistics: Meeting the Challenges of Preparing for and Responding to Disasters (Kogan Page, 2014), by Peter Tatham and Martin Christopher, provides a look inside the challenges faced by t...

 I recently read an op-ed piece on the Sourcing Journal by Sigi Osagie that stood apart from other procurement perspectives I’ve come across recently. It observed that soft issues — issues based ...

When we were preparing for last week’s annual Thanksgiving post (which you can read here), we pulled all of the titles and authors that included me in their launches this year. I actually managed to r...

“As supply chain complexity increases, so do the services which logistics providers are asked to perform. No longer is logistics seen as a tactical activity, where the gains made are purely measured i...

“To succeed in business is more complex than it used to be - it is no longer economically desirable to control all the components of your customer value proposition.” (p. 6)   Strategic Procureme...