Browsing: Strategic Sourcing

Last week I ran a three day Strategic Sourcing process workshop for the new hires of an existing client. The workshop participants will be responsible for leading cross-functional Sourcing teams across the organization.  Only one of the three days was spent on the actual eight step sourcing process (1/3 of the time).  One day was spent on Change Management (1/3 of the time) and the remaining day was spent on the consulting process (again 1/3 of the time).  The rationale for this mix is based on the roles the Sourcing professional should play (these ARE in order of importance): Change Agent Strategic Business Partner Internal Consultant Process Leader I must admit I have a strong bias toward and passion for Change Management as an accelerator…

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…..someone else will” was something that an old boss of mine (Percy Jackson at DEC) used to drill in my head many moons ago and it has stuck with me since then.  His point was that he would rather make sure he took care of his best people and not just spread the bonus pool around.  Years later, another boss at DEC took the entire bonus pool that he received for his group and gave it all to just 1 individual ( :-) ).  I was reminded of these incidents as I recently read about Gravity Payments and how the CEO had decided to pay a starting salary of $70,000 to ALL his employees while taking a pay cut himself.  A noble gesture with the…

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Xuhua is a dropout from UCLA (PhD program) and has caused Lumber Liquidator’s (“LL”) to drop 2/3 – YES, 2/3 of its market cap (from $3bn to $1 bn) within a year!  He noticed a significant increase in their profitability compared to the industry, and in investigating why, discovered that their Supply Chain had a major risk exposure – mainly that LL had cut their supplier prices by buying flooring that violated safety standards – too much formaldehyde.  In addition to the loss of $2bn in valuation, LL was just featured on 60 minutes, the Senate has launched investigations, class action suits are being filed by investors AND consumers and their market share is diving….and the troubles have just started.  Ultimate survival of LL may…

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I came across an article in Crain’s Chicago Business entitled  “Why law firms are turning to non-lawyers for sales help”  where they talk about law firms hiring sales/marketing professionals to develop business.  In a profession where advertising was once banned, this is considered a radical move.  According to the article “law firms are reacting to customers who have learned how to strip out components of legal work and value them accordingly, an unbundling of services that echoes what hit the computer industry decades ago” and “what’s happened is that the buyers have become smarter than the lawyers.”  Score one for Strategic Sourcing.   But law firms are fighting back.  Many have moved toward hiring business development professionals to sell their services while others have provided…

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Last week we started exploring “Selling the Change” and approaching it from a sales perspective. We all recognize that change is hard. As professionals in a Shared Services environment (Procurement, Supply Chain, Strategic Sourcing) one of our primary roles is that of a change agent as we are trying to play a more strategic role within our organization. Getting suppliers to work with us under a more strategic context is the easy part.

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