Global Leaders in Procurement & Negotiations (PSCMInstitute.com)

OmidG

If We Don’t Change How The C-Suite Manages Cost Savings, Procurement Will Never Have a Seat at The Table

Want to know why procurement rarely reports to the C-Suite?  Let this sink in: Eventually, procurement reports to someone who doesn’t understand procurement.  And do you think it’s that person’s fault?  It’s not.  There are a lot of reasons for it: A) Most university business programs don’t cover procurement.  I received a bachelor’s and master’s

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Tipping Points in Negotiations

Our profession spends so much time focusing on strategies in negotiations.  Tactics, counter tactics, strategies, counter-strategies.  But the most powerful negotiation concept you can employ relates to a deep understanding, recognition, and leveraging of tipping points.  Essentially, you can think of a negotiation like marriage.  There’s the day before marriage and the day after the

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The 10X Problem in Procurement

If you’re in procurement, the people sitting across the negotiation table from you are spending ***10X the amount of time in training that you are.*** Let that sink in.  No, really.  Let that stew for a while.  Yet that’s the reality.  Salespeople have better systems, tools, data, market data, training, and more resources, personnel, and

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More Cost Savings Will Not Secure Procurement A Seat At The Table.  It Never Will.

We’re operating by the old school rules a bit in procurement.  Of all of our goals and objectives, the one that never changes and is the ultimate measure of our success is Cost Savings. But cost savings is mostly an internal metric.  The rest of the company doesn’t see the same value. Here’s what happens

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A Quarter Century of Procurement Negotiation Strategies: A Retrospective

Having spent more than three decades in the procurement profession, working with countless Fortune 500 firms, I’ve witnessed a significant evolution in procurement negotiation strategies. This retrospective highlights key shifts over the past 25 years, focusing on the transition from purely transactional approaches to highly sophisticated, AI-driven, and autonomous procurement methods. Early Years: Transactional and

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Zycus Merlin AI Product Review: Transforming Procurement with Next Generation Intake Capabilities

Over the last two decades, we’ve witnessed a number of players in the Source-to-Pay (S2P) sector, among them Zycus, Coupa, Ivalua, SAP Ariba, Donkey, Zip, Tonkean, and others.  Zycus has brought forward their new Merlin Agentic AI Suite, which they envision as a leading-edge solution that streamlines, simplifies and transforms the procurement request intake to

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