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Procurement decisions don’t fail inside procurement. They fail when real-world conditions hit them. That’s what we assess.
Virginia makes SDCE 100 list for 2014 by Jon Hansen
Have you ever seen the movie Groundhog Day, where Bill Murray’s character is locked in a perpetual loop in which he is forced to relive the same day over and over and over again? Eventually Murray’s character realizes that he can actually learn from his experiences and use them to both anticipate and respond to […]
Posted in: News & Updates
Make one little suggestion that women might be better negotiators than men and . . . by Jon Hansen
May 20, 2014
Less than 24 hours after posting my latest LinkedIn article Are women really better negotiators than men?, there has been a steady flow of comments – 246 so far and counting, as well as 203 likes. What is interesting is that I could not help but wonder how many of the select few of the […]
Posted in: Commentary
Are women better negotiators than men? by Roz Usheroff
May 19, 2014
Originally posted on The Remarkable Leader:
In Susannah Breslin’s post Why Men Are Better Negotiators than Women she offers that if we see negotiation through the male filter she describes, not only do they “lie better,” they use negotiation “to intimidate” and are therefore better negotiators. And indeed, this is the perspective many women hold…
Posted in: Guest Posting
Response to yesterday’s post from Hackett Group’s Senior Research Director noteworthy by Jon Hansen
May 16, 2014
Thanks for referencing our 2014 key issues research in your latest blog post. You make an interesting point but unfortunately we do not ask for the respondent’s age in our survey . . . Given that over 50% are VP and above, I don’t think we can draw a direct line yet to the shift […]
Posted in: Commentary
Like the appetizer for a great meal, Hackett Group’s study on procurement’s expanding focus leaves you wanting more by Jon Hansen
May 15, 2014
“Cost reduction is still a top priority. But we believe many procurement organizations have reached the upper limit of cost reductions possible in categories they are actively sourcing today . . . It also calls for skills that are outside procurement’s traditional areas of expertise.” – Chris Sawchuk, The Hackett Group What makes the just […]
Posted in: Commentary
Satago’s quiet emergence represents the tip of the iceberg in terms of the A/R challenges suppliers face by Jon Hansen
May 14, 2014
Originally posted on Procurement Insights EU Edition:
“According to some figures, SMEs in the UK are paid 41 days late on average, creating big cash flow issues. The EU estimates this leads to up to 25% of company bankruptcies.” It is unfortunate that our industry is far too often focused on the big news and…
Posted in: Uncategorized
The Future of Procurement by Kelly Barner
May 14, 2014
Editor’s Note: Back in March in my post Buyers Need Not Apply, I had made mention of the fact that I would be teaming with an industry notable to write a book The Future of Procurement. Well today I am happy to say that I can now tell you who that notable is . . […]
Posted in: #FutureBuy, Commentary
Pointing to the fences: Is your calling your shot a sign of confidence or cockiness by Roz Usheroff
May 12, 2014
Originally posted on The Remarkable Leader:
Everyone knows the famous story about how in the fifth inning of the 1932 World Series Babe Ruth pointed to the bleachers showing all who could see that he was going to hit the next pitch over the fence for a home run. While there is to this day…
Posted in: Guest Posting
While the firing of non-cloud employees raises legal red flags at IBM, what is the future in high tech for the older workforce? by Jon Hansen
May 12, 2014
“If you’re part of a crew, nobody ever tells you that they’re going to kill you. It doesn’t happen that way. There weren’t any arguments or curses like in the movies. So your murderers come with smiles. They come as your friends, the people who have cared for you all of your life, and they […]
Posted in: Cloud Computing, Commentary
Future Purchasing Category Management Survey: Is Category Management Important? by Jon Hansen
May 2, 2014
When I was recently invited to check out the new Category Management Survey from Future Purchasing, I was immediately reminded of an October 2012 Procurement Leaders article by Paul Teague titled “Why category management is important.” While it is a relatively short and concise read, it packs an interestingly powerful punch. Specifically, and despite being […]
Posted in: Surveys
Procurement Insights 
May 20, 2014
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