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. ... More Info
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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. ... More Info
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 ... More Info
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 ... More Info
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 ... More Info
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 ... More Info
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 ... More Info
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 ... More Info
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 ... More Info
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 ... More Info
