Global Leaders in Procurement & Negotiations (PSCMInstitute.com)

OmidG

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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Negotiating with Suppliers that have ALL the Bargaining Power

I have more and more clients that are struggling with pandemic negotiations with suppliers who hold all the bargaining power.  There’s really only 2 things that can be done to address this: Or you can keep hammering the supplier on price, but you are already doing that, and you were doing it before the pandemic

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Negotiating with Rainmakers

There’s an existential crisis in procurement.  One we never talk about. The crisis is this: companies invest probably 10,000 times more in the sales function than they do in the procurement function. And procurement is negotiating with sales. If you pay really close attention, your sales negotiation counterparts, when coming from a company of similar size, will

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Writing the Other Party’s Negotiation Victory Speech

Something we focus very little on in negotiations is how to make the other party look and feel successful out of the deal.  All of our focus is on how to make ourselves look, feel, and actually be successful in negotiations – and letting our management chain know.  But the other party has a management

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Here’s Why Your Legal Dept Holds Up Negotiations

I’ll cut to the chase on this one: The problem is not the legal department.  The problem is you and your procurement dept.  Let me explain. There’s really a few pieces involved.  We’ll knock one of them out now.  The legal dept is viewed as overhead.  That means they will never be sufficiently funded, and

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