Category Archives: Insight

Moving from defence to attack; how should procurement prepare for growth?

A recent article in the London Times (http://www.thetimes.co.uk/tto/business/economics/article4140463.ece) suggests that businesses in the UK were starting to look at approaches which shift the balance from defence of balance sheets to growth and development. If this sentiment is followed through, then … Continue reading

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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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Category Management or Strategic Sourcing

There was an interesting debate in the office the other day about the relationship between Category Management and Strategic Sourcing, the levels of achievement experienced when using Category Management and the disappointment expressed by some CEO’s that Purchasing isn’t being … Continue reading

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Price! It’s ALL about PRICE!

Actually, it isn’t. Although many of our stakeholders and suppliers think that is all we negotiate about. Imagine it that was true! All we could do is talk about price. Our position would be about pricing, our negotiations would all … Continue reading

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Friendly Fire – Bad Collaboration in Negotiation

Everyone has a story on this; indeed, we’ve looked at some of the issues in an earlier video blog.( http://www.youtube.com/watch?v=SPyfkG9NBAI ) However, there is no sign that this barrage of self mutilation is in any danger of stopping – we … Continue reading

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