Insights

The role of Procurement is to guide the organization through an uncertain future and help realize new sourcing strategies for what lies ahead.Award winning author and CEO of Positive, ... 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 strategic imperatives are different. What are the main differences?First and foremost, there are different objectives for the public sector. Organisations are guided by different needs such as being able to ... 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
Adapting to survive… why the fittest companies demand the evolution of procurement with SRM at its core. Supplier Relationship Management (SRM) is the trending topic of the moment in procurement circles, but what is driving this heightened interest? Jonathan O’Brien considers why we need SRM like never before and how we can make it happen.In today’s operating environment, companies need to better know and move ... Read More
Avoiding Bribery and Corruption in your Supply Chain. Dealing with suppliers could potentially put you at risk bribery and corruption. In much of Northern Europe, North America, Australia and Japan, such practices are rare and regarded as unacceptable (Global Corruption Barometer, 2013 – http://www.transparency.org/gcb2013). They could also be illegal. Elsewhere, it could just be how business is done and is simply ... Read More