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Browsing All Posts filed under »Commentary«
Do you negotiate deals or build relationships and why there is a difference? by Jon Hansen
September 3, 2013
In his book Relationships First! The New Paradigm in Contract Management Andy Akrouche had made reference to a Commitment Matters blog post by IACCM CEO Tim Cummins titled “The Power of Negotiation.” In his post Cummins shared the revelation of what he called a ‘conspiracy’ that leads executives on both sides of the negotiating table […]
Can you be truthful and candid at the same time? (Part 1 of 2) by Roz Usheroff
August 28, 2013
Editor’s Note: Given our recent focus on the subject of negotiation by way of my interview with Keld Jensen and yesterday’s guest post by Andy Akrouche, it seemed only logical to share with you this article from The Remarkable Leader Blog by Roz Usheroff on the differences between truth and candor. More specifically, and within […]
Procurement Contests Review by Jon Hansen
August 28, 2013
When I read Alastair Merrill’s post from earlier today regarding the new European Procurement Directives that are likely to be adopted this autumn, there were many points that were notable. One of the changes that caught my attention was Alastair’s reference to innovation partnerships. In and of itself, the concept of leveraging private sector expertise […]
Disconnected policies in public sector spend: Ombudsman Minto’s policy review revisited (Part 2 of 2) by Jon Hansen
August 5, 2013
In Part 1 of today’s post, I talked about the consensus that public sector procurement is a critical tool in driving socioeconomic benefit. Referencing a number of articles by industry experts, it is clear that there is a universal acknowledgement that we have to do more in terms of leveraging public coffers in critical areas […]
Disconnected policies in public sector spend: A universal problem? (Part 1 of 2) by Jon Hansen
August 2, 2013
I read with great interest the recent Procurement Insights EU Edition post “A Living Wage” (July 30th, 2013) by Dr. Gordon Murray, and the corresponding follow-up commentary “Additional thoughts regarding the “Living Wage” question” (August 2nd, 2013) by Ian Burdon. In the summer of 2006, I chaired the Summit Roundtable that reviewed the critical elements […]
Dale Neef’s 2001 book still meaningful today as reflected in Jack Keough’s recent My Purchasing Center article (Part 1 of 2) by Jon Hansen
July 30, 2013
“This is particularly important since many buyers do not visit suppliers’ physical stores, but rely on catalogs and websites to research products. Unfortunately, many of supplier’s websites are outdated and lack capabilities to meet customer expectations. from the July 23rd, 2013 My Purchasing Center article “First Amazon, Now Google. Will Other Internet Companies Follow?” by […]
Does the UK’s new Crown Commercial Service represent the future of public sector procurement? by Jon Hansen
July 24, 2013
A corporate-style overhaul of the way the government buys up to £12bn of goods and services will be announced today as ministers try to use the spur of austerity to change the way Whitehall operates and make savings of around £1bn a year. from the July 23rd, 2013 Financial Times article Business-style agency to run […]
With Serco is it a case of one bad apple spoiling the entire corporate barrel? by Jon Hansen
July 19, 2013
Last week , the Procurement Insights European Union Edition was one of the very first blogs to report on the news that the Minister of Justice Chris Grayling had announced that the Serious Fraud Office (SFO) had been called in to investigate G4S and Serco. Grayling indicated that there was evidence that both companies had […]
Forrester’s Duncan Jones and His Big Bang Theory Relating to Market Evolution by Jon Hansen
July 10, 2013
“I don’t see any evidence that this product was at all significant in IBM’s decision to acquire Emptoris, let alone be “based on the acquisition” as you seem to be suggesting. Its too early to expect IBM to have coherent plans for what to do with its services procurement product, and while it doesn’t fit […]
Procurement Insights 
Is there such a thing as “Big Data” blindness? (Part 1 of 2) by Jon Hansen
September 9, 2013
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With the growing buzz surrounding “BIG DATA” I cannot help but wonder what it all means and whether or not it is the side effect of unbridled data accumulation and over-reliance as opposed to delivering increased decision-making capabilities re volume versus true intelligence. The authors of the book Big Data raised this question in a […]