September 2024

As a veteran observer of the procurement technology landscape for three decades, I’ve witnessed numerous waves of innovation sweep through the industry.  The advent of AI is perhaps the biggest yet, and changes everything for what is possible in the procurement space. The recent Forrester Wave™ report on Supplier Value Management (SVM) Platforms for Q3 […]

Your enemy in negotiations is not who you think it is.  They don’t sit on the other side of the table.  Your enemy is within.  Almost all external negotiations fail because of internal negotiation failure.   Negotiations do not start when you engage suppliers in potential purchase talks.  They start when your end user engages you