Global Leaders in Procurement & Negotiations (PSCMInstitute.com)
I have more and more clients that are struggling with pandemic negotiations with suppliers who hold all the bargaining power. There’s really only 2 things that can be done to address this: Or you can keep hammering the supplier on price, but you are already doing that, and you were doing it before the pandemic …
Negotiating with Suppliers that have ALL the Bargaining Power 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 …
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 »
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 »
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 »
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 & 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 …
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Supply Chain Management Training “These activities have to take place. If you don’t do them, you are making yourself irrelevant in the field of purchasing. “ So we’re on a multi-part series about cost modeling. We’ve already covered why cost modeling is important, and why cost modeling MUST be a part of your arsenal, an area where …
