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Webinar Notes: NLPA Conference Preview
This week’s featured webinar was presented by the Next Level Purchasing Association. Each of the three speakers gave a preview of the sessions they will presenting at NLPA’s first conference, which is being held in Pittsburgh, PA this September.
Soheila Lunney, Ph.D.
Author and President, Lunney Advisory Group, LLC
More Than A Feeling: Negotiating Value-Added Services Into Supplier Contracts
Thursday, September 12th 3:15 – 4:15 pm
In order to get value into a contract, it is essential to look beyond the planned scope of contracted spend. When possible, combine spend from several categories with the same supplier. Alternately, try vertical bundling, which pulls consumable supplies, packaging, services or maintenance into the scope of the contract to increase spend. If you are in a strategic partnership with the supplier, find contracts you can leverage to the benefit of both organizations, or work together to share transportation or warehousing costs/facilities. If you have not previously done business with a supplier, you may be able to make the case that you are a ‘low maintenance’ customer; making quick decisions, paying promptly, and willing to provide references for them.
Stephen Davis, SPSM, SPSM2
Director of Purchasing, Horizon Software
Under Pressure: Outstanding Service or Just Another Vendor?
Friday, September 13th 1:45 – 3:00 pm
Making your supplier relationship management (SRM) efforts successful begins with selecting the right suppliers to do business with. Analyze your business requirements internally with a cross functional team before going out to bid, finding ways to tie the objectives of the project to the corporate mission statement and corporate values/goals. Even when procurement does not have the responsibility for making the award decision, facilitating that decision with scorecards and reference checks is a high value role. Keep in mind that any third party data enrichment you do in your spend analysis solution should be considered relevant during supplier selection, such as government watchlists, background checks, credit checks.
Charles Dominick, SPSM, SPSM2
President & Chief Procurement Officer, Next Level Purchasing, Inc.
Welcome To The Jungle: New Procurement Challenges of Today & The Next Five Years
Thursday, September 12th 8:15 – 9:30 am
The news is full of examples of companies getting in trouble because of the decisions their suppliers, or their suppliers’ suppliers, make. Procurement professionals today have a heavy burden to carry if we are to navigate these challenges. We need to have knowledge of the relevant laws that vary from country to country to make sure our suppliers stay in compliance on our behalf. Even when the legal responsibility lies with a supplier, the court of public opinion may choose to hold the buying organization responsible, and the damage to revenues and brand respect can be significant. The need to calculate total cost of ownership (taking into account all pertinent risks and the costs of supplier oversight) is both more important and more difficult than ever before.
If you are interested in learning more about the conference, ‘Make Procurement Rock’ click here.