Reading the BBC’s recent article about the 70th anniversary of Maslow’s theory about human motivation made me wonder how this hierarchy of needs might relate to procurement.
Business Needs may motivate procurement projects just as…
So, the deal has been done. The contract has been signed, savings captured, margins reduced, press releases issued and bold internal statements made by Procurement and Senior Executives extolling the virtues of the ‘partnership’ that has been ratified.
Both parties are euphoric. The supplier can now make….
It’s been a busy week this week, but we have finally moved into our wonderful new offices in Cannock.
Along with space to accommodate our expanding team, we now have 2 magnificent multi-media suites….
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, […]
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.
What kind of negotiator are you? Do you enter a negotiation determined to meet a particular target and beat down the supplier until you reach it? Do you believe all the supplier’s promises of added value and warnings that the market forces are against you, and give many concessions to reach an agreement? Different types of negotiation require different approaches.
Have you ever wondered how some buyers appear to clinch deals a lot easier than others? Or how some people seem to have an aurora of self-assurance and always say the right thing? Neurolinguistic programming (NLP) tries to explain this by exploring the relationship between how people think and how they act (patterns of behaviour and […]
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 […]