Monthly Archives: August 2013

Desperately Seeking Value

A few years ago, I discovered a world of small volume specialist watch makers ( no, don’t leave yet, it will get interesting!). This group of small independents design and have made, usually in specialist Swiss and German manufacturers, watches … Continue reading

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Not the delivery performance! Measuring strategic suppliers.

There is an interesting definition we keep returning to; what is a strategic supplier? Our firm contention is that a strategic supplier is one which can advance a core strategy of the business through close and aware contribution. However, there … Continue reading

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Place your Bets! What is Risk worth?

Here’s a challenge: we often see discussions about risk going on in Procurement organisations, and the focus is on reducing risk to the organisation. However, this seems to be a one sided argument.Risk is always evident in supply chains, as … Continue reading

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Power Corrupts

Negotiations have within them a search for power—the power to walk away with the things you want. Finding ways to change that balance of power is an ancient human activity, encompassing espionage, war, trade delegations and playground fights. With sufficient … Continue reading

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The Negotiation Jigsaw

There’s so much to think about when pulling a negotiation together, it’s like a 5000 piece jigsaw puzzle. There’s stakeholders, and culture and power balance to address; there’s team members to rehearse and prepare; there’s supplier conditioning to get right; … Continue reading

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