Global Leaders in Procurement & Negotiations (PSCMInstitute.com)
So we are talking about supplier negotiation strategies. This is a counter-intelligence series. Instead of talking about what strategies are in the purchasing arsenal, we are talking about what is in the supplier’s arsenal. In doing so, we will learn how to anticipate and respond to such tactics. It’s a critical skill. Recognize though that […]
Supplier Negotiation Strategies, Pt 3: Location Control Strategy Read More »
Puppy In The Window Trick OK, so this series is about counter-intelligence. In this context, that means knowing exactly what tactics and strategies suppliers like to use, and being able to anticipate, recognize, and diffuse those attempts. Mind you the goal is not for you to win so they can lose. The big name courses
Purchasing Training – Supplier Negotiation Strategies, Pt 2 – “Puppy in the Window” Read More »
You’ve heard me say it many times before: I’ve virtually stopped reading books on purchasing negotiation strategies, mostly because there’s very few good ones. It’s why I wrote my own, and it’s also why I almost exclusively read sales books on negotiation strategies – to get counter intelligence. Counter intelligence. What a concept. It’s of
Supplier Negotiation Strategies, Pt 1: Nibbling Read More »
I was presenting at an International Purchasing Conference in South America this week. This is for one of the organizations of the IFPSM – The International Federation of Purchasing and Supply Management – and this organization is chartered to drive purchasing excellence for the entire region of South America. I was their headline speaker for
Purchasing ~ Are Your Single/Sole Sourced Suppliers Price Gouging You? 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 »
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 »
Purchasing & Supply Chain Management Training Managed Marketplaces Purchasing professionals put so much energy into managing their top expenditure suppliers and contracts. Makes perfect sense, and that will probably never really change. However, I am increasingly seeing that purchasing is experiencing “death by a thousand cuts” by the suppliers and expenditures that don’t individually merit
Are You Managing Your “Under the Radar” Spends? Read More »
Supply Chain Management Training If you liked this training, please give Omid a ‘Thumbs Up’. Thank You!
Do You Cost Model? Why Not? Part V Read More »
