Blog / Jim Willshaw
Blog/
Going to Negotiation Training? No, I Learned Last Week
In the final article in this series, I consider how our stakeholders outside of the procurement function consider negotiation. After all, everyone can negotiate, right…? As seasoned buyers many of us will have been asked the question; “Can I join your next negotiation?” Nearly always the request is well meaning and indicative of a willingness … Continue reading Going to Negotiation Training? No, I Learned Last Week
Zero savings? Thanks, that’s perfect!
In this article, the fourth in a series of five, I consider the level of credit granted to projects which deliver substantial savings, and whether, from the perspective of the business, this is appropriate. As procurement professionals our time is often consumed by savings targets. Delivering, seeking approval and recording savings. Big savings are good … Continue reading Zero savings? Thanks, that’s perfect!
Procurement Systems – a Panacea or Pancake?
In a far off world, our intergalactic cousins may have a procurement systems panacea, but in my world I’ve yet to see it. Of course they can help manage the process flow, speed up the approvals, assist contract management and supplier performance. Some even claim to manage relationships. (Really? Systems manage relationships? – that’s news to … Continue reading Procurement Systems – a Panacea or Pancake?
Supplier Relationship Management – Cavalry or Surgery
In my first article I consider whether buyers resort to blunt negotiation too much, arguing that a significant amount of value is ignored by not appropriately committing resources to the early and later stages in the procurement cycle. In this, my second article in a series of five, I address the issue of SRM and … Continue reading Supplier Relationship Management – Cavalry or Surgery
Buyers Under the Duvet
In this first of a series of five articles, I consider the bedrock skill of our profession and consider whether we rely on it too much. Firstly, some readers may be CPOs, Senior Category Managers, Global Vendor Managers or other similar title, for the purposes of this series of articles I’m simply referring to us … Continue reading Buyers Under the Duvet