In this second article of a 3-part series, Marijn Overvest, founder of Netherlands-based company, Procurement Tactics, continues to unpack a wealth of advice for industry professionals to use in their planning for 2024. We pick up at Number 4 of 11 trends in procurement, predicted by experts for the coming year. Trend 4. Procurement forecasting […]
Preparing for a negotiation is critical to success. Though not intended as a substitute for learning, preparing this checklist from Next Level Purchasing can steer your negotiation preparation for great results. Do you follow these steps? Identify the primary supplier to negotiate with. Identify your second-best option in case you cannot reach agreement with your
In the indirect category of procurement, one of the tricky negotiations is with consultants. In many cases, they are brought in at high levels of the organisation for their specific expertise. Often they have already been awarded the contract and are ready to start the assignment. If this has happened to you, read on. Bill
Several questions arise when it comes to negotiating. As one goes into a negotiation, there is one striking question that one needs to ask oneself: “Is the price the only subject for negotiation?” Ronald Mlalazi (MCIPS), Managing Director of Commerce Edge South Africa, discusses here the need for procurement professionals not to limit their negotiations
Failure is critical to learning, but no one wants to talk about it, says Mark Raffan, who heads up training and sales at Negotiations Ninja, a Canadian training company leading the way in negotiation, conflict resolution, persuasion and influence, and communication. He also hosts the Negotiations Ninja Podcast, the top negotiation podcast in the world.
As procurement professionals, what do you think your suppliers think of you – and do you care? It’s a question which top British procurement recruitment specialist, Gary Noble, believes you should care about – deeply.
By Mark Raffan, The Negotiations Ninja, International Procurement Veteran & Recognised Expert on Procurement Negotiations “Good is the enemy of great. And that is one of the key reasons why we have so little that becomes great.” – Jim Collins People get uncomfortable when they hear this brilliant wisdom from Jim Collins. Why? Because I
By Bill Huber, Partner: Digital Platforms and Sourcing, Information Services Group One of the most common questions enterprises ask about software spend is whether they should benchmark the discounts they receive from software publishers. Whether they are buying from Microsoft, Oracle, SAP, ServiceNow, IBM or others, the presumption is that a higher discount is better,
By Lucy Patchett A negotiation model has been developed encompassing steps to ensure that procurement professionals think “more broadly and deeply” about the process. Colin Linton, Director at business training and consultancy firm Gidea Solutions, spoke to CIPS in the podcast SPEED Negotiation Process about the model that he has developed through his research into
By Linda Ashok A content, communications and branding professional So many things are slated to change in 2020, the milestone year! But what matters most is your career; how is it going to prepare you as a procurement manager? Okay, let me clarify that there isn’t any significant difference between a Purchasing or Procurement Manager.