Global Leaders in Procurement & Negotiations (PSCMInstitute.com)

OmidG

The Seismic Shift in Supplier Value Management: A New Era Dawns

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 […]

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The People Who Get the Most Respect in Procurement

There’s a problem in procurement.  The wrong people are getting recognized.  Sure, there’s the people who are nailing their results and moving mountains.  They’re getting promotions and pay raises, which they should.  But then ask yourself, who are the people who are viewed as being veterans.  Savvy.  Able to tackle the toughest situations.  The ones

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The 3 Procurement Contract Deadly Sins – Part 2

If you missed Part 1 of this series, go here: https://pscminstitute.com/the-3-procurement-contract-deadly-sins-part-1/ Procurement pros in my experience tend to not like 2 things, pretty consistently:  cost models and contracts. They would prefer that finance leads cost modeling efforts and legal leads contract negotiation efforts – the remaining Ts and Cs after price, warranty, inventory model, leadtime,

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Procurement and Their Customers – The Big Fallacy

I just finished reading a Big 4 consulting report on Procurement Organization Performance, based on surveys from a range of Chief Procurement Officers in different industries and countries. One of the 6 drivers used to measure Procurement department success was “Customer Satisfaction”.  “Customer” was defined as the people inside of the business units who were

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Procurement’s Fatal Flaw is Confusing Negotiation with Influence

Let me be bold and pull no punches: The procurement function has possibly the least experience with driving influence of any major organizational function in large companies.  And you may find this counterintuitive, thinking “but all we do is negotiate huge high stakes deals, more than any other function, so how can this be true?”

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