Global Leaders in Procurement & Negotiations (PSCMInstitute.com)
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 »
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 »
Just about the worst thing that happens in our profession every minute of every day is the overspending of contracts. If you ask me what’s one of the biggest sins that purchasing commits, this is the one I’d pick. Busting your tail to negotiate a great contract and then letting the contract get overspent… throwing
Purchasing Training ~ Are You Managing Contract Spends? Read More »
The comfort zone is, well, comfortable. That’s why it’s so easy to stay in. I was speaking to a large group of government purchasing professionals this week regarding this very topic. The problem with the comfort zone, as I put it to them, is that “20 years will pass, and you will suddenly find out
Are You Operating in Your Comfort Zone? Read More »
It’s a new year, and everyone is setting their annual goals. You need to be doing the same. But first, a quick true story: I have a very good friend who sets all sorts of goals for himself every year, none of which ever get achieved, and he always wonders why. I constantly tell him
Have You Completed Your Purchasing Expenditure Plan for 2014? Read More »
It’s the holiday season, and I’m going to keep this short. What you have to be grateful for is working in the greatest profession on earth. I mean it. Just think about it. You have power that comes with your position. You have the power to give, and you have the power to take. You
What Purchasing Professionals Have to be Grateful For Read More »
