Archive for 2017

The Performance Appraisal As A Procurement Leadership Tool

The end of the year coincides with an often dreaded event:  annual performance appraisals. Thinking about performance appraisals, my mind goes back to the late ’90’s, when I was a rising procurement star for US Airways (now American Airlines). On our performance appraisals, our managers had multiple sections to complete.  Two of those sections were “Strengths” and “Developmental Areas.”  Now,…

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Will Procurement Get Insanely Busy With The Impending U.S. Tax Cut?

Indications are that the U.S. government is set to approve a massive tax cut.  U.S. corporations are set to see their federal tax rate drop from 35% to 21%. So, what’s going to happen with the difference? One with a liberal mindset may think that it will go solely into the pockets of shareholders.  But, logically, businesses reinvest in their…

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Net Neutrality & Vendor Selection Criteria

Special thanks to Source One Management Services for this guest post Net neutrality has been a prominent topic in the telecom industry since the early 2000’s and is simply the principle that telecom providers must treat all transmitted data equally and cannot discriminate based on user, content, application or other qualifier. This restricts providers from being able to throttle a user’s speeds…

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The Leader’s Motivational Choice: Make ’em Scared or Make ’em Care?

One simplified way of looking at leadership is that it is motivating people to do things so you don’t have to do them yourself. Though it has been about 20 years since I worked on a project he was managing, there is a “leader” whose motivational tactics stick in my mind.  I don’t even remember the guy’s name.  But I…

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Multi-year contracts: What’s in it for procurement?

Special thanks to GEP for this guest post When you are involved in an RFP process to fulfill a specific business need, one of the most critical factors while negotiating agreements with shortlisted suppliers is the duration of the contract. The business could be awarded for one year or for multiple years. While there is the obvious benefit of a one-year contract…

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Will Procurement Be a Part of Veterans’ Day 2018 Marketing?

More than ever, companies are building marketing campaigns around Veterans’ Day.  It’s become a pretty strategic component of their overall business growth initiatives.  In fact, Veterans’ Day marketing has seemed to be the promotional theme for the month so far (until the end of this week, when Black Friday arrives). For examples of veteran-friendly marketing, the Sheetz chain of gas…

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How Long Until A Procurement Sexual Harassment Claim Makes The News?

There has been a seeming unprecedented number of news stories in the past month dealing with sexual harassment, misconduct and/or assault.  It’s quite disturbing. The accused represent a wide swath of society: Hollywood film producer, Harvey Weinstein Immensely successful comedian, Louis C.K. Small town fire chief, Aaron Powell Former U.S. president, George H.W. Bush Countless others of virtually every stripe Though…

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Doing Great Things in Procurement, Business, Life…

I haven’t been sleeping well lately. And, when I don’t sleep well, I lie in bed and think. I think of words.  Phrases.  Affirmations.  Inspirational quotes.  Verbiage I can use when I am asked to give unvarnished career advice to business people who are struggling. So, allow me to share some of what has been coming to me in these…

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How To “Be Presidential” In Procurement

Certain professionals are expected to adhere to higher standards for behavior:  doctors, accountants, and country presidents are a few that come to mind.  Procurement professionals should also “be presidential” in their behavior. Over the past year, there has been a lot of conversation and debate about what presidential behavior is.  I’ll home in on what it means to be presidential…

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Incorporating Value-Driven Procurement Into Negotiations

I’ve written extensively about the concept of “value” in procurement.  A couple must-read items include “What Is Best Value Procurement?” and “How Sales Pricing Drives Procurement Pressure.” A simplified variation of my definition of procurement value is “how much quantifiable monetary benefit your organization receives from purchasing something.” In procurement, we often use the concept of value to compare supplier…

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