Negotiating with consultants - the insider perspective

 

BillMichels.jpgIn the indirect category one of the tricky negotiations is consultants. In many cases, they are brought in at high levels of the organization for their specific expertise. Often they have already been awarded the contract and are ready to start the assignment with the contract being the clean-up details. Has this ever happened to you? Bill Michels, CEO and founder of Aripart Consulting, gives some hints to improve negotiations with consultants.

Q&A with Lenovo's VP of Global Procurement


GlobalProcure.jpgChallenges of Global Procurement


Rob Handfield
, Co-Director of the Supply Chain Resource Cooperative at North Carolina State University (SCRC), recently spoke to John Zapko, Vice President of global procurement for technology company Lenovo, about what’s going on in the world of global procurement. Zapko has procurement authority over all software, Latin America, and emerging markets.

R H: What do you see as big challenges facing Lenovo as you look at global procurement in the areas that you work in?

Why "free help" with buying decisions costs more

 

Bruce Macfarlane.pngAs consumers, we’re wary of so-called “free” products and services as there’s always a hidden cost. Why, then, are procurement teams willing to accept free help with supplier selection? Asks Procurious’ Bruce Macfarlane, founder of Kansoly.

3 new-year negotiation resolutions

 

ChrisWebber.pngThis strapline is the inspiration for many resolutions in January, designed to make you fitter, healthier or to become a better person.

Returning to work after the festive break, to an inbox bursting with adverts and stories promising a leaner and better you in 2017, Chris Webber, Practice Head for The Gap Partnership, was inspired to consider what negotiators should resolve to change this year to be more effective.

 

7 key differences: strategic sourcing vs traditional purchasing

 

DrMuddassin.jpgProcuring materials with the intention of production, sales and service fulfilment is indispensable for every single business. However, the approaches, strategies and implementations to this differ immensely. Muddassir Ahmed, Divisional Supply Chain Manager at Eaton, discusses the difference between Strategic Sourcing vs. Purchasing.

5 reasons why you should engage with a supply chain coach

Chris.jpgAt early stages of my career and even now I have tried to utilise every chance I get to interact with senior managers, learn from their experiences. And get hands-on support from them where possible and use them as my supply chain coach.

No matter whether your supply chain career is at beginners level, a career change, executive, operational or senior management, you are the owner of your career’s future and ultimately responsible for its direction and success, says Chris Gardner of Gardner Rich LLC and ‘Pursuit of Happyness’ fame.

Is SA's public procurement mature enough to grow the country's SMMES?

Mmatshepo_Rasebopye.jpgIt is not surprising that today many believe that public sector supply chain management is a new thing and that its advent has brought about challenges. While it is true that the world of supply chain management has evolved a great deal, 1994 was not a quantum leap that brought about the new South African procurement regime; procurement has always been there and we have been either personally or business-wise subconsciously practising it. And it has always experienced challenges.

But has procurement matured? Asks Mmatshepo Rasebopye, lecturer, facilitator and practitioner in public sector supply chain management, in this month’s SmartProcurement.

January PMI up 4.2 points to 50.9

 

charts_graphs.jpgThe seasonally adjusted Absa Purchasing Managers’ Index (PMI) rose to 50.9 in January 2017, up from 46.7 in December 2016. This was the first time since July 2016 that the index edged above the neutral 50-point mark, suggesting that the manufacturing sector started the year on a relatively solid footing.

Trump's call for new medication tenders assumes that price is the aim, rather than a change in a patient's life quality

 

Jonathan.jpgDonald Trump’s remarks around creating “new bidding procedures for the pharmaceutical industry because they're getting away with murder”, may have knocked US pharmaceutical stocks, but whether there is a procurement business case for putting more medication tenders to the market is debatable, says Jonathan Webb, supply chain contributor for Forbes.com

Tips for influencing your EXCO's ESD strategies

 

Amina.jpgAs an executive in transformation or enterprise and supplier development (ESD), you may have been, or may currently be, in the position of not knowing what to ask for when approaching your executive committee (Exco) or decision-making entity to secure adequate budget for ESD.

While Exco generally understands that there is a need to expend their required percentage of NPAT to achieve compliance, there is little guidance on how this budget should be allocated to yield not only compliance benefits, but financial efficiency and community impact. The Exco, usually dominated by CEO and CFO profiles, often look for the most cost effective solution and are driven by compliance – not making the connection of how this can potentially play a role in driving the organisation’s business objectives, writes Amina Patterson, Head of Business Development at Edge Growth, in this month’s SmartProcurement.

What to do in your first 90 days leading a procurement division

 

Sanet.jpgChanging jobs or even organisations can be daunting. Managing the change is a strategic process requiring a strong sense of visionary leadership, a clear picture of the objective and reasons and a strong process of communication and involvement.

Sanet Shepperson, a Procurement Executive at Cell C, provides a ‘play book’ on how to walk in, take the reins and lead a procurement department.


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