Archive for April, 2008

One Word Could Increase Your Cost Savings

If you have been a regular reader of this blog for some time, you know that I absolutely love to scour sales training materials for ideas that we can implement in purchasing. Well, I found another great article on businessbyphone.com called “One Word Could Kill The Sale.” In this article, the author describes an example of how a buyer negotiated…

Read more

Recession, Stagflation, Cost Savings & Corporate Purchasing

It appears that we are in an interesting economic period. Most signs point to the fact that the US economy is in a recession – a period where the sum of all business is declining. In a recession, many companies and consumers reign in their spending. This affects the demand part of the classic economic supply and demand graph. In…

Read more

Doers, Managers, and Leaders

Many aspire to be great leaders. In some cases, individuals become leaders virtually overnight. But, for most of us, it is a gradual transformation. I think that it is helpful to have a vision of what being a leader is while also recognizing all the stops along the way to leadership. I see three classifications of workers: Doers, Managers, and…

Read more

Supplier Quality Audits

I hope that you have enjoyed the article “Supplier Quality Audit Basics.” One of the most intimidating things for me when I was a new buyer was going on supplier quality audits. I was clueless as to what to look for. I was afraid I’d look dumb in front of my management. But then I think I figured out that…

Read more

UPS Supplier Diversity

Over the years, I’ve enjoyed watching how supplier diversity has changed – the types of suppliers being included and excluded from consideration. I recently learned from Supply Management Magazine that UPS has added a new classification to their supplier diversity program: Lesbian, Gay, Bisexual and/or Transgender owned Business Enterprise (LGBTBE). You can see their full list of diverse supplier classifications…

Read more

Senior Management Doesn’t Recognize Purchasing?

At the NCMA conference this week, I had the pleasure of speaking with a lot of interesting people with many different roles. At one point, I spoke to a senior manager for a government contractor. He was at the conference primarily to learn some tricks-of-the-trade for working the contractual process with his clients (the government). I asked him about purchasing…

Read more

A Profession That Needs To Be Renamed?

Contract management is a critical process. I’ve addressed that in a previous video podcast. But, after attending the NCMA conference this week, I am not so sure I like the job title “contract manager” or the profession title “contract management.” As I spoke to attendees at the conference and asked what their role was, I often got the response “contract…

Read more

Iasta’s Success Story

Every year, Inc. Magazine publishes one of the most watched lists in business: The Inc. 5000. The Inc. 5000 is a list of the fastest growing privately-held companies in America. The Inc. 5000 is ranked according to percentage revenue growth from the previous four years. To qualify for the most recent list, companies must have been founded and generating revenue…

Read more

Vendor Performance & Core Competencies

I hope that you have enjoyed the article “The Vendor Performance Myth.” One area that I didn’t have enough space to elaborate on in the article is the topic of the vendor’s core competency. In all of my years in purchasing and supply management, I have seen so many problems arise because of buying a category from a vendor where…

Read more

Services Procurement: Why Is It More Challenging?

Over on Spend Matters today, Jason posted a blurb on services procurement and asked “What makes services procurement difficult?” I began to write a comment, then decided that it would be better to get my thoughts out there on my own blog. There are many reasons why services procurement is more challenging. Here are just a few… Many services are…

Read more