Archive for July, 2009

The Future of Negotiation: Texting?

As communication methods have changed throughout history, negotiation has followed. Prior to the industrial revolution, people would negotiate face-to-face when bartering, exchanging negotiated quantities of corn for negotiated quantities of musket balls. Don’t miss updates on Procurement & Supply Chain, Subscribe here! Then, of course, the telephone allowed negotiators in different locations to bargain. Finally, in the past 10-15 years,…

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Whitepaper Wednesday – Achieving Excellence in Sourcing

Welcome back to another installment of Whitepaper Wednesday here on the Purchasing Certification Blog. This week, I’ll be reviewing a piece of research entitled “Reaching Sourcing Excellence, Part 1: How To Keep 30 Cents of Every Dollar Spent” from AMR Research. Don’t miss updates on Procurement & Supply Chain, Subscribe here! This research focuses on the reasons that sourcing programs…

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Negotiating Rebates: A Good Priority or Not?

I hope that you have enjoyed the article “Negotiating Rebates: Best Practices.” Don’t miss updates on Procurement & Supply Chain, Subscribe here! Though not getting the mail-in rebate you earned for buying a computer, a piece of software, an appliance or whatever is a common consumer purchasing headache, it is not without its parallel in corporate procurement. Just like consumer…

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One of the Classiest Procurement Gestures I’ve Seen

Yesterday morning, as I was reading the business section of the Pittsburgh Post-Gazette, a full-page ad caught my eye. Full-page ads are pretty rare (undoubtedly due to the high cost) and are usually placed by one of the city’s largest employers for the purpose of congratulating one of our championship sports teams. Don’t miss updates on Procurement & Supply Chain,…

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When Negotiating, Make The Supplier Panic

It’s been a while since I’ve cited piece of sales education here, so I am a bit overdue. Fortunately, our student Oleg Puleyev, SPSM turned me on to a sales negotiation blog entitled “The Accidental Negotiator.” Don’t miss updates on Procurement & Supply Chain, Subscribe here! There was one post entitled “Deadlines Make Sales Negotiators Give It All Away” that…

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Whitepaper Wednesday – The Socially Responsible & Technology Enabled Supply Chain

Welcome back to Whitepaper Wednesday here on the Purchasing Certification Blog. In this installment, I’ll be reviewing a whitepaper entitled “Six Technology Tactics to Promote Corporate Social Responsibility” from Epicor and Purchasing Magazine. Don’t miss updates on Procurement & Supply Chain, Subscribe here! A trend has been to lump an ever increasing array of initiatives under the sustainability and social…

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Procurement Training: The Dumbest Reason To Not Invest In It

Procurement training has obvious benefits. In our ongoing skills benchmarking program, we’ve found that procurement professionals with high levels of skills in seven skill dimensions save their organizations over $1,000,000 per person per year more than procurement professionals with low levels of skills in those same skill dimensions. Don’t miss updates on Procurement & Supply Chain, Subscribe here! The return…

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First SPSM Certification Awarded In China

I suppose that, eventually, we will run out of countries in which to award the SPSM® Certification. After all, there are a finite number of countries in the world. Don’t miss updates on Procurement & Supply Chain, Subscribe here! Despite this fact, we again certified the first SPSM in a new country last month. In June, China became the 49th…

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An Unlikely Leadership Book

After reading an article about how a school district applied principles from a business book to turn around its disciplinary problems, I decided to pick up the book “Whale Done: The Power of Positive Relationships.” Don’t miss updates on Procurement & Supply Chain, Subscribe here! At its core, the book’s message is that principles applied to training whales for Sea…

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What Does The SPSM2 Certification Mean To The Purchasing Professional?

Ah, we are at the end of an historic day in which the groundbreaking SPSM2  Certification was announced. So this will be the last post on the SPSM2 and we will return to regular programming on this blog tomorrow. Don’t miss updates on Procurement & Supply Chain, Subscribe here! Let me put something bluntly: In the purchasing and supply management…

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