An often underrated, misunderstood and underutilised role of the procurement professional is the site visit. Seen as many as a bit of a jolly or a waste of time, the site visit has become a low-priority activity to be completed only in dire circumstances or when there is nothing better to do. On the contrary, […]
Mike Utting's blog
It can sometimes seem difficult to predict whether the supplier you’ve just found will truly love you and nurture you as a client, outperforming expectations?
But perhaps it is not as tricky to gauge whether a supplier has ‘honourable’ intentions as it may at first glance. Here are some clear tell-tail signs that should make you hear either wedding bells or alarm bells.
Wimbledon is now into the second week and everyone has their opinion on every aspect of it; Will it rain? Who will win? Will Andy Murray be British or Scottish by the end of it? While watching the highlights this weekend it got me thinking that business and tennis are very similar. There are stakeholders […]
Portfolio Analysis is a powerful way of ensuring you have the right focus on the right areas of your spend. It guides you to the most appropriate strategy for category sourcing and helps you determine the right approach to supplier relationships, negotiation and risk management. We’ve put together a useful presentation to introduce Portfolio Analysis. […]
Can you cut it in the private sector? For some public sector buyers, from new entrants to seasoned professionals, there is a lot of doubt and hesitation as to whether their skills are transferable to the private sector, with the firm belief that that procurement in the private sector is fundamentally different. When I’m out and […]
How many of us have kept our cards so close to our chest that we have never truly established the interests of the other negotiating party? We have felt victorious in standing firm, yet in the final analysis we have silently concluded that a more ‘open’ approach would have yielded a more beneficial outcome. Some […]
After a full spend diagnostic for a Facilities Management division of an engineering and construction company, SpringTide delivered selected categories of spend quickly, whilst remaining sensitive to stakeholder issues and helping to integrate a new Head of Function.
SpringTide is helping a FTSE 250 company to rationalise its pan-European haulage operations, not only bringing in substantial savings and improved terms, but also assisting in recruiting an expert team through bespoke Assessment Days.
Often seen as many as a bit of a jolly or a waste of time, the site visit has become a low-priority activity to be completed only when there is nothing better to do. On the contrary, visits to suppliers’ facilities can be an invaluable source of useful information and insight that cannot be obtained in other ways.
The fluent interpretation and conscious use of body language can help you understand and better control the outcome of negotiations.