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A good friend, colleague and my intellectual provocateur Tim Cummins (IACCM) and I have been talking about this issue for quite a long time and finally decided to collaborate and do something about it.  We have co-hosted about 15-20 different sessions in our relationship but this feels different.  This time I think we are on the warpath – in a very productive way.  Given the unique confluence of both the Buy and Sell side that Tim represents, I am quite enthused (and it takes a lot to get me enthused these days :-) ). You have heard us talk about the issue before,  many, many times – (e.g. Strategic Sourcing is Dead, Relationship Management, Sourcing Emperor Has No Clothes ).  The processes we use to…

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 . . . .  with your trading partners (either your customers or suppliers)?  Many believe that the relationship begins AFTER the contract is signed.  In other words, it is OK to be adversarial throughout the selling / buying and contracting process (dating / pre-marriage) and then switch to collaborative after the deal is signed (the marriage).  When you think about it in those terms, the notion is ridiculous. To illustrate the issue, here is a video that we love to use in our Relationship Management training.  While the examples are funny (and extreme) to illustrate the point, they are typical behaviors we see with both buyers and sellers.  The sad part is that we still believe that those behaviors are OK pre-marriage / contract and…

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As I was trying to decide on my blog topic, I ran across an article hot off the press in Forbes entitled “Ten New Year’s Resolutions for CIOs in 2016”.   It was written by a few VPs at Gartner and was meant to provide inspiration for 2016.  They state, “As digital business change deepens into the core of the business, CIOs will be expected to challenge the status quo by influencing, acquiring and reshaping capabilities beyond the core IT agenda”.  Their advice was to “choose and commit to three or four of those resolutions for this year.”   By the way, you don’t need to be a CPO to benefit from this list – read on.  Since the role of the CIO is similar to that…

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As you have heard us mention before, we find IACCM to be in a unique position to help change the discussion around how organizations enter and optimize trading relationships because they have both the buy and the sell sides represented as members.  We hosted a webinar today with IACCM where Anne Kohler led a discussion around the value destruction that occurs in our trading relationships today (feel free to reach out to her for a copy).  What if I were to tell you that 4 companies in the auto sector are losing $2 billion annually (Henke) in their bottom line due to poor trading relationships?  And that is only measuring the impact to these 4 companies (GM, Ford, Chrysler and Nissan) – it does not…

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Before I get started, let me wish everyone a very happy, healthy and safe 2016.  Now is the time to come up with your New Year’s resolutions.  Last month I ranted that MSP does not mean “Hand over the Keys” so consider this:  resolve to “repair” any Managed Services Provider (MSP) relationships that may need improvement OR start planning NOW for one you may be entering into later in the year.  If you think you can’t get fired by setting up an MSP that fails, think again.  I’ve seen it happen many times and worse yet it can take years to fix while tremendous credibility and trust is lost for your entire organization.  Here are several reasons why MSP relationships fail: Lack of Trust –…

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