Global Leaders in Procurement & Negotiations (PSCMInstitute.com)
Let’s Agree to Kill the Word “Customer” From Purchasing Lingo I did a seminar just recently where kept hearing the word “customer” over and over. How did this word come about? Calling internal people who generate demand the “customer”? And when I hear that word used in our profession, everyone knows exactly what it means. Nobody questions […]
Purchasing Training Read More »
The Opportunity Cost of Purchasing’s Time My passion is making this profession better. One person, one department, one company, and one industry at a time. Asking the right questions always points me in the right direction. However, I’m going to give you a warning: I frequently ask questions knowing full well what the answer is going to
Purchasing Training Read More »
I’m going to keep this week’s blog short due to my very hectic travel and training schedule. Why is it? Why is it that Sales is recognized by every CEO as the money maker inside the corporation, but Purchasing is a back office function? Why is it that Sales is recognized for generating revenue, but purchasing
Is Your Purchasing Organization a “Back Office” Function? Read More »
Expenditure Analysis – Are You Doing It? I remember so clearly going to a client facility once in Puerto Rico. They had decided they were going to do a massive purchasing process overhaul, with the express focus of getting more savings on the table. They were convinced the approach they adopted was the right one.
Purchasing Training – Expenditure Analysis Read More »
We talked earlier about purchasing professional’s biggest enemy being a lack of contract knowledge, thinking a contract approved by the legal department is a good contract, and using contracts as seat belts instead of as anti-lock brakes – resulting in endless time spent putting out fires in your day job. Now let’s take a different
The Purchasing Organization’s Biggest Enemy Read More »
How Much Time Are You Spending Preparing for Negotiations? I’m here to break myths and to kill bad practices. We need to start doing business differently as purchasing professionals. Putting out fires all day is not going to cut it. Hey, I’m not an academic, I’ve been there, remember? I was doing public and in-house
Purchasing Negotiation Training Read More »
I’m going to keep this one really short. I want you to look in the mirror and ask yourself how much free, productive time you have every day on the job as a purchasing professional. Be honest. The truth is, and I can say this based on my years of global experience, is that you
Your Purchasing Contracts are Killing You – Here’s Why Read More »
After twenty years of doing thousands of hours of purchasing training and seminars and consulting in 15 different countries, I think I’ve seen it all. There are so many lingering opportunities in our profession to do things better. Purchasing pros are deeply disconnected with what’s not working however. How do I know? People only want
The #1 Deadly Mistake Purchasing Pros Make Read More »
This is the last in this series for now – a series about supplier negotiation strategies. It’s all about counter-intelligence, and knowing what suppliers may do, and being able to anticipate, respond, and diffuse such strategies. Of course I have a multitude of content on such counter-intelligence strategies, but there is only so much I
Supplier Negotiation Strategies, Part 4 Read More »
We are doing a blog series here focused on supplier negotiation strategies. This is an appetizer for the kind of “main courses” I teach in my online and face to face training solutions. We are learning counter-intelligence about how sales people prepare for negotiations and what tactics they use. Guess what happens when you know
Supplier Negotiation Strategies, Part 3 – Supplier Time Pressures Read More »
