Archive for June, 2015

New Procurement Case Study: Consultant Parlays Training Into Client Savings

Though those holding the SPSM Certification are usually procurement professionals who put their newly-acquired cost savings capabilities to work directly for their employers, there is a healthy number of consultants among the SPSM ranks as well. In our latest case study, we document how Erwin Barnar, SPSM2 – owner of Procression, a procurement consultancy – put his education with the…

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Procurement Certification Funding: Tuition Reimbursement or Procurement Training Budget?

Many companies offer “tuition reimbursement” as a benefit to their employees.  Under this approach, an employee interested in furthering his/her own education would pay for an educational program (e.g., college degree, professional certification, etc.) out of his/her pocket and the employer would reimburse the employee once the program is complete. I know that some holders of the SPSM Certification have…

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Dominick’s Sourcing See-Saw

I hope that you have enjoyed the article “A 12-Point Supply Market Analysis Checklist.” In the article, I refer to “Dominick’s Sourcing See-Saw.”  Well, in this post, I will reveal what it is and how it works. Think of a see-saw.  Imagine two children on that see-saw: the bar being perfectly horizontal and the children suspended in the air at…

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NLPA’s Webinar on Procurement’s Change Challenges is This Monday

Today’s Procurement professionals face numerous, varied and complex change challenges often happening simultaneously. To meet strategic objectives and to be effective leaders, Procurement must be skilled at influencing change. Unfortunately, over two-thirds of organization change efforts fail! This dismal track record creates a “flavor of the month” mentality where individuals merely entrench until the pressure subsides and organization stagnation results.…

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Digging Yourself A Negotiation Hole Right From The Get-Go?

If you’re a sports fan like me, you hate when your favorite team gets scored against in the opening minutes of a game. It makes it feel like “game over” right away.  It’s hard to play catch up.  And sometimes, it feels like the team just “mails it in” because the outcome is already determined. It’s very similar to negotiation.…

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Managing Vendor Relationships Locks In – And Enhances – Strategic Sourcing Gains

I hope that you have enjoyed the article “4 Vendor Relationship Management Activities.” Ask a group of procurement professionals how to achieve cost savings and you’ll likely hear suggestions about starting a sourcing project.  Or negotiating.  Or consolidating spend in a previously unmanaged category.  Or any other activity that occurs before a long-term supplier is selected. Then ask them how…

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