Browsing: Strategic Sourcing Vs. Category Management

Once again, you are probably NOT going to like my answer – it depends!    I recently read an article in HBR “Research:  Being Nice in a Negotiation Can Backfire” which provides some research that demonstrates that being nice in a negotiation will yield sub-optimal results.  The article defines…

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Cost Savings, cost savings, cost savings – if we focus on cost savings at the expense (no pun intended 😊) of what is most important to our “customer” then we Fail. Period.  Herein, lies the single biggest difference between Strategic Souring and Category Management – focusing on your…

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While I won’t share my top 5 today, I will share one of them that MUST be in everyone’s top 5 to move to Category Management or they may not know what they speak of and that is a High Performance Leadership Team (HPLT). The Leadership Team (LT)…

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All Procurement /Supply Chain organizations can be positioned on a Maturity Model.  Some of you are still trying to move from tactical Purchasing to Sourcing while others may be trying to make the leap from Strategic Sourcing to Category Management.  Regardless of where you are, the journey to…

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“Hugely successful Value Driver based negotiation on a $150 M spend  in the very complex and critical category of Engineering Services (for one of the largest Utilities).  Sourcing  team not only exceeded savings targets but also enhanced the credibility and reputation of the sourcing organization by insisting on…

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