Global Leaders in Procurement & Negotiations (PSCMInstitute.com)

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Procurement’s Fatal Flaw is Confusing Negotiation with Influence

Let me be bold and pull no punches: The procurement function has possibly the least experience with driving influence of any major organizational function in large companies.  And you may find this counterintuitive, thinking “but all we do is negotiate huge high stakes deals, more than any other function, so how can this be true?”

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Negotiating with Rainmakers

There’s an existential crisis in procurement.  One we never talk about. The crisis is this: companies invest probably 10,000 times more in the sales function than they do in the procurement function. And procurement is negotiating with sales. If you pay really close attention, your sales negotiation counterparts, when coming from a company of similar size, will

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Writing the Other Party’s Negotiation Victory Speech

Something we focus very little on in negotiations is how to make the other party look and feel successful out of the deal.  All of our focus is on how to make ourselves look, feel, and actually be successful in negotiations – and letting our management chain know.  But the other party has a management

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Purchasing Training ~ Validation of Demand

Are You Performing “Validation of Demand” With Your End Users? Ok, you’ve heard me say before that I prefer we not call anyone inside of our companies the “customer”.  The only customer we have is the Board of Directors, Taxpayers (for public entities), Shareholders (for private companies), and Internal Audit (for all companies!). So the right

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Purchasing Training – Specifications and Scope of Work Analyst

Watch this purchasing training that picks up where last weeks left off about why you need to STOP buying goods and services and instead, start buying PERFORMANCE RESULTS. Eliminate almost all of your procurement problems becoming a Specifications and Scope of Work Analyst. Email readers, click the video image below or Click Here to watch now.

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