As we do every year around this time, we schedule Executive Briefings with a number of our clients to get a sense of how they think 2020 is going to shape up. It is also to share with them what we think are going to be some key…
Today is Halloween (Boo!), so I thought it would be fitting to share some scaaaary reasons why Transformations can go very wrong. Change is hard and since a Transformation is a significant change, it is even harder. It takes time. It cannot happen overnight, or even in 12…
“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…
This is a conversation that I’ve had with a number of CPOs and the good news is that it is taking less and less effort to convince them. You can’t expect to deliver exceptional results if your processes were never designed to do that. You may remember the…
The word “conflict” has such negative connotations but the most effective teams actually elicit conflict to generate new ideas. Since most of our work as Sourcing / Category Management professionals is done in teams, embracing constructive conflict is a MUST as you are making the journey from Strategic…
