Global Leaders in Procurement & Negotiations (PSCMInstitute.com)
We are now down to the 3rd Procurement Contract Deadly Sin. And it’s the deadliest of them all. If you did not read the prior 2 deadly sins, these all feed upon each other. Here are links to the other 2: The 3 Procurement Contract Deadly Sins – Part 1 – Global Leaders in Procurement […]
The 3 Procurement Contract Deadly Sins – Part 3 Read More »
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 »
I’ll cut to the chase on this one: The problem is not the legal department. The problem is you and your procurement dept. Let me explain. There’s really a few pieces involved. We’ll knock one of them out now. The legal dept is viewed as overhead. That means they will never be sufficiently funded, and
Here’s Why Your Legal Dept Holds Up Negotiations Read More »
I saw an article just this last week in LinkedIn describing different scenarios for buyer and seller to go back and forth on negotiation terms for best outcomes – offer, response, counter offer, counter response, etc. It was touted as a game changing system, and was even given a name and trademarked, indicating it was
The Fallacy of At The Table Negotiations 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 »
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 »
Procurement, Purchasing & Supply Chain Management Training Last week I wrote about cost modeling as an overall activity that all purchasing professionals MUST be good at. A lot of purchasing professionals tell me “I have a really good finance department and they do all of our cost models.” This sounds great, but it’s a
Do You Cost Model? Why Not? Read More »
