Global Leaders in Procurement & Negotiations (PSCMInstitute.com)
Suppliers perform poorly everywhere. Sometimes it’s their fault, sometimes it’s not. Ever see a sports star go to another team and then suddenly lose their magic? You have to wonder if it’s a coaching problem. In our case, a poorly performing supplier may be a purchasing problem! In any event, the one thing you have
How Suppliers Let Themselves Off the Hook for Poor Performance Read More »
“Pays for Performance” Purchasing Training Go look at your corporate contract templates. I can already see them in my mind: Goods, Services, Goods & Services, Construction, and Software. You might have some other boutique contract templates, but these are the standard norm for big companies. The problem is this: all of them are written
Are You Buying Performance Results From Your Suppliers? Read More »
Supply Chain Management Counter Intelligence I think I’ve mentioned to you before that I’ve stopped reading purchasing books. At the risk of sounding arrogant, I don’t learn anything from them anymore, and haven’t in a long while. Heck, that’s why I started writing my own. So what I do now, actually what I’ve been
Are You Smarter Than the People Selling To You? Read More »
I taught a full day public seminar this week on the topic of “Catapulting Your Cost Savings Results”. There are so many opportunities buyers leave on the table. It’s my job to get purchasing professionals past that and to help them see all the big TCO areas they’ve never even looked at. For instance, purchasing professionals
Is Asking Suppliers to Reduce Price All You’ve Got In Your Bag of Tricks? Read More »
Is the Purchasing Contract Your Best Friend or Your Worst Enemy? A friend of mine recently was going to sign up to a lease for a business location for her family counseling business. Business was booming for her. She had a non-profit organization that was funneling lots of money her way. Life was good.
Purchasing Contract Training Read More »
Purchasing Training ~ Fatal Practices I was teaching a couple of seminars this week at a purchasing conference in Albuquerque, New Mexico. They were training on Purchasing Contract Law (slashing contract cycle time and catapulting TCO results) as well as on Supplier Management for Agility/TCO. The feedback was awesome; it’s a big part of what
Fatal Practices That Drag Cost Savings to a Halt Read More »
I have to tell you guys, I was completely out to lunch, asleep at the switch for 20 years as a purchasing professional. I’m talking about one particular area of course. There are all these courses on “code of conduct” for purchasing professionals, but whose watching the customer? Are you familiar with the psychological concept
It Happened Again! Are You Watching Your Customers? Read More »
Purchasing Training ~ Data Analysis I’ve spent over two decades making a living off of the fact that our profession is in complete disarray. I want to fix that problem of course. It doesn’t matter what company or agency I go to, I leave thinking “wow, they are leaving so much money on the
Data Analysis to Catapult Your Cost Savings – Are You Doing This? Read More »
Purchasing Negotiation Team Training Are you struggling with too many people wanting to be a part of your negotiation team? People who feel like they have to be represented? I’m talking about the big-deal negotiations here. When it comes to negotiation team development, sometimes there are too many cooks in the kitchen, or worse
Selecting Negotiation Team Members – Are You in Control of the Process? Read More »
In a Time Crunch? Use This Negotiation Technique! If there’s one thing that hasn’t changed in 20 years of my training purchasing professionals all over the world, it’s that they are completely swamped. There just isn’t enough time in the day. Even when you take a vacation, the work doesn’t go anywhere. It waits for
Purchasing Negotiation Training Read More »
