OmidG

It’s interesting that there is this assumption that suppliers are entitled to determine who it is that you negotiate with on their side. Sure, there is the exception that procurement may insist on a certain level of employee that is sufficiently authorized.  So instead of the Regional Director of Sales, perhaps the Western Region Sales […]

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

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

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,

Procurement has some pretty bad habits with their contracts.  Most of them are results killers and career killers actually, and people aren’t even aware of it.  Let’s go through the Procurement Contract Deadly Sins, one at a time.  This blog will focus just on the first one: Procurement Contract Deadly Sin #1 – Leaving Contract

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

Let’s not talk about why procurement doesn’t have a seat at the table.  I want to talk about why procurement is on the menu for lunch.  CEOs in the end distill simple messages from big complex sets of data.   One thing they really pay attention to is whether your department is a Cost Center or

Peter Grant was the manager for the British Powerhouse Led Zeppelin.   He was an untrained negotiator. In fact, he was a former wrestler and bouncer.  And at 6’5” and over 300lbs, he was a behemoth. But where he really excelled was as the group manager for Led Zeppelin.  And he changed the music industry forever