Archive for September, 2009

Whitepaper Wednesday – Sourcing Professional Services

Welcome back to another installment of Whitepaper Wednesday here on the Purchasing Certification Blog. This week, I’ll be reviewing a whitepaper entitled “Sourcing With ‘The Pros'” from Global eProcure. This whitepaper covers the sourcing of professional services. And, actually, covers it quite well. I like the fact that this whitepaper starts off at the basics of professional services sourcing. It…

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One Quick Way Of Determing If Management Is Clueless About Purchasing

In my line of work, I see a lot of purchasing leaders trying to get their training budgets reinstated now that the worst of the economic recession seems to be over. Some have success, while others really have to fight for funding. The latter group often finds that the reason they have to fight is because their management is clueless…

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The Most Critical, And Often Overlooked, Piece Of Supplier Collaboration

Last Wednesday, I reviewed Ariba’s new whitepaper entitled “Supplier Nominated Savings: Accelerating Savings through Strategic Partnerships.” Though I pointed out much value in the whitepaper, I did write that the approach seemed more like an RFP than a true collaboration. Apparently, I wasn’t the only one. In response to a related post on Supply Excellence (Ariba’s blog), the Hackett Group’s…

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Cost of a Purchase Order: The Great Mystery of Procurement

One of the most common questions in procurement – and the one that has never seemed to have a definitive answer is – “how much does it cost to process a purchase order?” I get asked this question so much that I have decided to dedicate this blog post to it. Ask 10 “experts” what the cost of a purchase…

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How To Be A “Heavy Hitter” In Purchasing

We recently received some great feedback from one of our students and I wanted to share it with you. Here is what he had to say… “While I found all of the courses informative and extremely useful, there was one that I found to be exceptional. That was your Supply Management Contract Writing course. I began using the knowledge I…

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Whitepaper Wednesday – Supplier Nominated Savings

Welcome back to another installment of Whitepaper Wednesday here on the Purchasing Certification Blog. This week, I’ll be reviewing a whitepaper entitled “Supplier Nominated Savings: Accelerating Savings through Strategic Partnerships” from Ariba. I went into this whitepaper with a preconception. By “supplier nominated savings,” I thought that this approach was going to be similar to PPG’s $AVE program that I…

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How Is Brinkmanship Different Than Other Negotiation Techniques?

I hope that you have enjoyed the article “Negotiation Brinkmanship Do’s & Don’ts.” In the article, I gave a brief definition of negotiation brinkmanship. Here, I would like to expand upon that definition, contrasting brinkmanship with other forms of negotiation. Here are the characteristics that make brinkmanship different than standard negotiation: Brinkmanship is used at the end of a long…

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Purchasing Professionals: What’s Your Excuse?

Richard Weissman penned an interesting piece on his Purchasing.com blog. In it, he compares purchasing training to working out at a gym. Richard shares that his gym features a “No Excuses” sign and members write lame excuses on the whiteboard underneath to motivate other members invest their time in their health. He then goes on to say that he has…

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Did Poor Procurement Cause A Customer Backlash For Morningstar Farms?

A few weeks ago, I reported that Morningstar Farms was losing business because supposed “supply problems” prevented them from keeping their popular veggie dogs in stock at grocers. Well, I didn’t expect that post to become so active with comments. In one of the latest comments, a poster pasted a message from Morningstar Farms in which a representative wrote that…

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Whitepaper Wednesday: Dealing With Performance Issues

Welcome back to another installment of Whitepaper Wednesday here on the Purchasing Certification Blog. This week, I’ll be reviewing a whitepaper entitled “Dealing With Performance Issues” from IdeaBridge. All of IdeaBridge’s whitepapers are directed towards leaders and are presented as a series of bulletpoints. Because procurement leaders deal with performance issues of both their employees and their suppliers, I felt…

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