Global Leaders in Procurement & Negotiations (PSCMInstitute.com)

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Purchasing Process

Purchasing Training – Supplier Negotiation Strategies, Pt 2 – “Puppy in the Window”

Purchasing Negotiation, Purchasing Process, Purchasing Training, Supply Chain, Supply Chain Management Training /

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 […]

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Purchasing ~ Are Your Single/Sole Sourced Suppliers Price Gouging You?

Purchasing Negotiation, Purchasing Process, Purchasing Training, Supply Chain, Supply Chain Management Training /

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

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How Suppliers Let Themselves Off the Hook for Poor Performance

Purchasing Process, Purchasing Training, Supply Chain Management Training /

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

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Are You Buying Performance Results From Your Suppliers?

Purchasing Negotiation, Purchasing Process, Purchasing Training, Supply Chain Management Training /

“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

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Are You Smarter Than the People Selling To You?

Purchasing Negotiation, Purchasing Process, Purchasing Training, Supply Chain Management Training /

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

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Fatal Practices That Drag Cost Savings to a Halt

Purchasing Process, Purchasing Training, Supply Chain Management Training /

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

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Data Analysis to Catapult Your Cost Savings – Are You Doing This?

Purchasing Process, Purchasing Training, Supply Chain, Supply Chain Management Training /

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

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Selecting Negotiation Team Members – Are You in Control of the Process?

Purchasing Negotiation, Purchasing Process, Supply Chain Management Training /

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

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