Negotiation

What can board games teach us about procurement?

GordonDonovan_100.jpgThere are several parallels between games and business strategy. Gordon Donovan (FCIPS), Group Director: Procurement and Supply, Epworth Healthcare, wonders what we could learn about procurement from games and, as such, takes a look around the world wide web to find out more.

Join us at Smart Procurement World Western Cape on 9 & 10 April to understand "procurement board games". Ian Russell (founder of Disrupting Consultancy, ex-CEO of BCX and a former CPO of Telkom, SABMiller and Absa) will discuss what procurement leaders should grasp now to become board-ready

10 procurement value creation ideas

DavidMillington_100.jpgHow can procurement create value beyond cost savings?

David Millington, Certified Supply Chain Professional, Next Level Purchasing Association, offers ten procurement value creation ideas in this month's SmartProcurement.

Join us at Smart Procurement World Western Cape on 9 & 10 April for a discussion on reaching true partnerships with strategic suppliers. Sanet Shepperson (Executive Head: Property and Procurement, Cell C) will facilitate a session on innovation and value creation in key supplier partnerships

Sales perspective: 5 tips on how to deal with procurement

NegSkills_100.jpgEditors note: We thought it might be useful to procurement professionals to get some INSIDE INFORMATION FROM THE OTHER SIDE. This article is written by a consultancy specialising in advising sales people to deal with procurement. Enjoy!:

"It has been said over the past couple of years that procurement departments are becoming increasingly powerful. They dictate how negotiations unfold as value propositions are torn apart and prices lowered until vendors can hardly think straight. It sounds like a horror story, right? But it doesn't have to be that way. Dealing with procurement is always going to be a challenge, but if you understand their game, it will be much easier to play yours."

Mercuri International, a consulting and result-improvement company, has put down five insights into how to stay on track with your goals while negotiating with procurement.

6 ways to prevent a negotiation blow up

Negotiation_blowup.jpgYou're preparing for a big negotiation with a group of key suppliers and you're already anticipating a disastrous outcome. Perhaps you already know that the people you're dealing with are difficult, or you've heard about their reputation. Or, maybe you know your own negotiation skills leave a lot to be desired when it comes to crisis management.

Whatever your reason for being nervous, there's no denying that negotiations can be tough. But, the best thing you can do to lessen the tension and prevent a negotiation from blowing up is to be prepared.

At a recent negotiation roundtable on the topic of emotions and negotiation, a number of procurement and sales leaders gave advice on how to keep negotiations sweet.

Join us at Smart Procurement World to discuss the top ten negotiation failures: negotiation is a key skill for any procurement professional. Knowing what to do and how to do it is important. But equally important is know what not to do!

What if procurement savings didn't matter?

Madeleine_Tewes.jpgMost say that savings are just one component of this value proposition and that we need to look outside of savings into other areas of value, like stimulating innovation, supporting the organisation’s corporate social responsibility goals and reducing risk throughout the supply chain. Everyone agrees with these articles and, as we map out KPIs for our procurement department or individuals, we ensure savings is just one, albeit important, metric that their value will be evaluated on.

What happens, though, when you remove the value of savings altogether from a procurement department and its individual members? Even from the offerings of procurement consultancies that often focus on savings as a way of convincing CPOs to accept their services? asks Madeleine Tewes, Project Manager.

Expense reconciliation: tips to improve your process

 

HelpfulTips.jpgIs the financial year-end getting the better of you? Are suppliers unco-operative? Are you late with their payments? Are you over budget and struggling to balance the books?

If any of the above scenarios apply to you, take heart in knowing that you’re not alone.

Balancing inconsistent supply chain management practices with increasing costs and pressures to reduce those costs, as well as heightened compliance around invoicing are just some of the headaches procurement managers face daily, Pascalle Albrecht, National Travel and Procurement Manager at Nedbank, tells SmartProcurement.

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.

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.

 

Visitors and exhibitors flock to the Smart Procurement World conference

 

FirstPic.jpgAs the second day of Smart Procurement World conference unfolds, more than 1000 visitors have come through to equip themselves with knowledge about procurement, supply chain, enterprise development and how to support Small, Medium and Micro Enterprises (SMME).

“Google can give you so much, but by attending this conference, I am hoping to find relevant suppliers, particularly black-owned female companies. We want our company to be in line with the B-BEEE Codes and thank goodness for this platform where one can source active and relevant suppliers,” said Tamsyn Louw, procurement professional attending the conference.

Nice-guy negotiators come first, says United Nations

negotiator.jpg
“A good negotiator should be a nice guy,” according to Khaled Chatila, senior procurement officer for the United Nations’ World Food Programme in Egypt.


“You should be caring, clear and an active listener who is honest and willing to compromise or offer solutions,” said Chatila, at the CIPS Middle East Conference focus day in Dubai in April.

Developing countries can improve public services through fair, open procurement practices

 

GTY_lagos_nigeria_tk_140507_16x9_992.jpgOrganisations continue to face considerable obstacles, linked to transparency, efficiency and other ills of government procurement systems around the world, a new World Bank Group report finds.


Such obstacles negatively affect the ability of small and medium sized organisations to do business with governments, says the Benchmarking Public Procurement (BPP) 2016 Report, which assesses public procurement regulatory systems in 77 economies.

Draft regulations have the "potential to legalise corruption"

 

ReformsCorruption.jpg“The new draft regulations, if they are accepted, will legalise wholesale corruption at an even grander scale than we are currently witnessing,” said Helen Zille, Democratic Alliance (DA) premier of the Western Cape Government.


Speaking on amendments to Preferential Procurement Regulations put forward by government, the premier said that amendments to the procurement law “will cause the collapse of the South African economy”.

New study highlights directors' perceptions on supply chain negotiations

 

DirectorNegotiations.jpgInitial outcomes from a study are finding that while finance and legal are still seen to be the most powerful functions during the negotiation process, supply chain directors are becoming increasingly involved in initial negotiations with potential suppliers.


The six-year study, entitled 'Director Level Perceptivities on Aspects of Supply Chain Management', to be released by Professor Douglas Boateng and the PanAvest Partnership this month, seeks to understand the perceptions held at director-level on aspects of Supply Chain Management by examining an array of issues related to negotiations, agreements, contracts and bargaining.

Return to 'SCM first principles' before scheduling more SAP training

 

StevenFreemantle2.JPGWith daily technological advances in the SAP world, focus tends to fall on the next-best technology and users forget that they already use a set of powerful basic supply chain management (SCM) tools. In fact, users may have never known about these SCM tools, and if they did, they may have 'lost' them through staff attrition over the years.


While adopting new developments may be key to keeping up with the times, users must not forget that any addition to a SAP suite of tools relies heavily on the original technology, says Steven Freemantle of SweetThorn Thought Leadership in this month’s SmartProcurement.

Stationery - Managing and optimising a complex category

 

AlanLow_2013.jpg“Recent benchmark reports have shown price variances for specific items of more than 60% and on A4 paper in excess of 40%.”


Alan Low has seen both sides of the stationery supply world: from benchmarking stationery supply arrangements for many of South Africa’s top organisations, to being the Managing Director of a UK stationery company in 1980s.


“From a supplier perspective, the cost of fulfilment (the procure-to-pay process for the supplier) is inordinately large when compared with the average value of a stationery order. When you factor in service requirements such as to-desk delivery and no minimum order value, making a profit becomes even harder,” says Low, of Purchasing Index (PI) in this month’s SmartProcurement.

Negotiate, agree on specificities and then contract

 

NegotiationGrowthAfrica.jpgIn order to reverse the current bargaining trends in Africa, it is important that supply chain organisations, professionals, executives and directors move away from price-chiselling practices towards long-term negotiation, said Professor Douglas Boateng, the founder and CEO of PanAvest International and Partners.


Speaking at the Institute of Directors Zimbabwe’s ‘Director of the Year Awards’, Boateng insisted that not only will a shift towards engaged negotiation facilitate organisational success and value creation, but it will also help to move the Zimbabwean supply chain environment in line with industry specific best practice.


 

 

Career opportunites

Internal Procurement Officer

  • <500 000 Gauteng Permanent Procurement Officer / Specialist Strategic Sourcing
Position Available: Internal Procurement Officer Status : New ...More

Supply Chain Officer

  • <500 000 Gauteng Procurement Officer / Specialist Supply Chain
Seeking dynamic candidates to take to the market

Supply Chain Planner

  • <500 000 Free State Operations, Planning & Inventory Supply Chain
Seeking dynamic candidates to take to the market

Senior Buyer

  • >500 000 Buyer Gauteng Procurement Management
Tech-Pro specialises in placing professionals in the Supply

Industrial Engineer

  • <500 000 Gauteng Industrial Engineer
Tech-Pro specialises in placing professionals in the Supply

Warehouse Manager

  • >500 000 Gauteng Logistics & Warehousing Operations, Planning & Inventory Supply Chain
Seeking hands on individuals that come from an

Manufacturing Purchasing Specialist

  • >500 000 Procurement Officer / Specialist Supply Chain Western Cape
A leading auto manufacture company based in Cape

Procurement Sourcing Specialist

  • <500 000 Gauteng Procurement Consultant Strategic Sourcing
A Leader in the Supply Chain industry is

Planning Manager

  • >500 000 Gauteng Operations, Planning & Inventory Procurement Management
Looking for Planning Managers to take into the

Logistics Manager

  • <500 000 Gauteng Logistics & Warehousing Operations, Planning & Inventory Supply Chain
Are you an experienced Logistics Manager looking for

Continuous Improvement Manager

  • >500 000 Gauteng Procurement Consultant Supply Chain
I specialize in placing professionals in the Supply

Telemarketing Team Leader

  • <500 000 Gauteng Permanent Supplier / Business Development
We are seeking an experienced Telemarketing Team

Telemarketing Sales Executive

  • <500 000 Gauteng Permanent Supplier / Business Development
We are seeking an experienced Telemarketing Sales Executive

Planner

  • <500 000 Gauteng Operations, Planning & Inventory Supply Chain
Are you looking for new career opportunities as

Procurement Specialist

  • >500 000 Gauteng Procurement Officer / Specialist Strategic Sourcing Supplier / Business Development
As a specialist Supply Chain recruiter, I am

Logistics Controller

  • <500 000 Gauteng Logistics & Warehousing Procurement Officer / Specialist
Seeking dynamic up and coming candidates looking for

Supply Chain Manager

  • >500 000 Permanent Procurement Management Supply Chain Western Cape
As a specialist Supply Chain recruiter, I am

Business Process Specialist

  • <500 000 Gauteng Procurement Consultant Procurement Officer / Specialist Supply Chain
A company within the financial services sector is

LOC Procurement Manager

  • Gauteng Permanent Procurement Management Procurement Officer / Specialist
Your Responsibilities: Job Purpose To be the interface ...More

Account Manager

  • >500 000 Procurement Officer / Specialist Supplier / Business Development Western Cape
Key Performance Areas:• To ensure that all aspects