Global Leaders in Procurement & Negotiations (PSCMInstitute.com)

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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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The #1 Deadly Mistake Purchasing Pros Make

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 …

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Purchasing Training ~ Are You Killing Yourself with Your Own Warranty Clause?

One of the most misunderstood clauses in any contract is the warranty clause. Purchasing professionals everywhere get it wrong. And the reason why is really simple: the standard warranty language in your contract doesn’t know what you are buying, so it’s not written to help you. Think about it! Your standard contract template doesn’t know …

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Is Asking Suppliers to Reduce Price All You’ve Got In Your Bag of Tricks?

I taught a full day public seminar this week on the topic of “Catapulting Your Cost Savings Results”. There are so many opportunities buyers leave on the table. It’s my job to get purchasing professionals past that and to help them see all the big TCO areas they’ve never even looked at. For instance, purchasing professionals …

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