Insights

An essential guide for CPOs trying to figure out what's needed to embrace the digital revolution Read More
There are many personality traits that can both help and hinder a negotiation; a fear of failure, a desire to win, or even our own sense of self-belief. Of course it’s not ... Read More
Today, organizations face more uncertainty than ever before. The role of Procurement is to guide the organization through this uncertain future and help realize new sourcing strategies for what lies ahead. ... Read More
How to make sure your organization doesn't fall into an all too common trap. The same old buying approach badged as Category Management will fail to deliver results. ... Read More
Public sector procurement often requires a different negotiation approach to that used in the commercial sector. It may seem obvious to some, but why is that? Quite simply, in public sector organisations, the ... Read More
A good negotiator needs not just a repertoire of strategies, tactics and techniques but also the experience to know when and how to deploy them.One such strategy, the concession strategy, lies ... Read More
While predominantly used in Category Management and Supplier Relationship Management, Day One Analysis is helpful for negotiation planning – particularly when sourcing goods and services. Day One Analysis can be used to give an insight into what leverage or opportunities might exist, then help to determine the value and relationship objectives that would be most compatible with the negotiation.To use it, plot on a matrix ... Read More
Everyone knows the importance of planning in advance of a negotiation to ensure that we are as prepared as possible to get the result that we want. But do you know what is the single most effective way to dilute or remove the other party’s power in a negotiation? It may surprise you to hear that it is having an alternative, otherwise known as a ‘BATNA’ – ... Read More
We all know that managing your supply chain efficiently will save your company money and time, and reduce risk. But where can you start? If you are considering a realignment of your supply chain or just want to properly evaluate it, then a strategic supply chain map can be beneficial. Reasons for constructing a mapSupply and value chain network mapping helps ... Read More
What the last 10 years have taught us about negotiation. The Red Sheet® negotiation approach is the tool of choice by many negotiators and companies the world over, whether in sales, purchasing, HR, project management or security services.As the Red Sheet negotiation approach celebrates its 10th anniversary, this month we reflect on what these exciting 10 years have taught us about ... Read More