The Four Cornerstones for Leveraging Cost Transparency Cost transparency is the golden arrow in a procurement professional’s negotiations quiver: the key to building and maintaining a robust, sustainable, low-cost supply… Continue Reading…
Are you following the Golden Rule? Making suppliers’ costs transparent gives them incentive to think long-term. It aligns procurement’s interests with the suppliers’ interests. In ProPurchaser’s Four Cornerstones for Leveraging Cost… Continue Reading…
Using Should-Cost Models for Actionable Transparency Modeling is powerful. It not only lets procurement know what price they should be paying, it also provides compelling arguments during negotiations. Not everything… Continue Reading…
Converting Sales Reps into Champions for Your Cause Procurement’s job is to inject Cost Transparency into the negotiation so everyone can win: procurement gets what they need: a lean, competitive… Continue Reading…
Going Fishing with Suppliers When the going gets tough, sometimes the best thing procurement can do is drag a supplier into a fishing boat and make it clear they need… Continue Reading…
A Lower-Carbon Future Starts with Low-Hanging Fruit Procurement professionals are in a strong position to initiate positive change on a broad scale because it is relatively easy to achieve significant… Continue Reading…
The Procurement Conundrum: Savings or PR? Asking for favors undermines procurement’s negotiating position, and tough negotiations and good relations make an awkward couple. Why not try a tag team? These… Continue Reading…
Negotiate With the Right Data In a recent survey, 25% of purchasers told us they rely upon free, open-source cost data accessed through search engines like Google. Some of this… Continue Reading…
Trust Your Suppliers, Not Their Data Depending on a supplier to provide customers with unbiased information is like asking the proverbial fox to guard the henhouse. Procurement professionals need to… Continue Reading…
Would your hand still be in the air? ProPurchaser President Rod Sherkin has been presenting at supply-chain conferences for years. At ISM2019 in Houston, Texas he spoke about the importance… Continue Reading…
Direction Counts More than Accuracy Years ago, while working for Green Giant, I phoned our steel can sales rep to ask for a 4% reduction. We had information suggesting steel… Continue Reading…
The Power of Peer Pressure Driving down costs by ‘coaxing’ voluntary behavior change Anyone who survived the social pressure cooker of high school knows about the power of peer pressure.… Continue Reading…
Land the Purchasing Job You Want The competition for good jobs today is unprecedented. Certainly not news. Most of us have had the frustrating experience of applying for a job… Continue Reading…
Plant Tours Worth every Minute You gotta go look The struggle to find “good fit” suppliers never ends. And finding the right suppliers has never been more important than right… Continue Reading…
Know What You Should be Paying In a Perfect World Imagine the negotiating edge you would have if you knew – and could demonstrate – what you should be paying for the… Continue Reading…
A negotiating tactic every procurement pro should know When suppliers send you “We are writing to inform you” letters announcing a price increase, push back by using this ingenious tactic… Continue Reading…
