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Procurement decisions don’t fail inside procurement. They fail when real-world conditions hit them. That’s what we assess.
#eVAForum2013 Blue Ocean Brain: Blazing a new (vendor category) trail?
While we are all familiar with the expression “originality is your ability to conceal your source,” what happens when you are the “originator” and therefore have no point of reference from which to begin. As a vendor looking to do business with the Commonwealth of Virginia, Blue Ocean Brain believes that they fall into this […]
Posted in: eVA Forum 2013
SAP: No Longer an ERP Company? by Jon Hansen
November 1, 2013
When I was speaking before what I can only describe as being a great audience at Virginia’s Forum 2013 earlier this week – it has to be something in the water there because these people are remarkable in terms of their enthusiasm for procurement and desire for information – I touched on the decline of […]
Posted in: Commentary
Breaking News! Watch for our new “A Year in the Life of an eProcurement Start-up” Series Coming Soon
October 24, 2013
Procurement Insights will be launching a special series of blog posts and corresponding radio/TV interviews tracking the progression of a start-up eProcurement software company over a 12 month period in November. The series, which focuses on the evolution of the start-up’s solution from the development stage through to going live in a production environment, will provide an […]
Posted in: News & Updates
Sun Tzu on why electronic bidding platforms for most vendors are a waste of time by Jon Hansen
October 23, 2013
Absolutely agree! ‘Positioning’ for negotiations begins the moment initial contact is made, in whatever manner (phone, website etc.), by whomever (rarely the eventual negotiator). Policies and guidelines for ‘managed communications’ with (potential) suppliers are critical. Response from reader on LinkedIn to the question “The outcome of your negotiations are determined long before you come to […]
Posted in: Commentary, Public Sector Procurement
Is your brand your most powerful negotiating tool? (Part 2) by Roz Usheroff
October 22, 2013
Originally posted on The Remarkable Leader:
“Without question, brand and brand image make a big difference. For the ‘trusted’ brand, the pressure to negotiate will be less – they are known for honoring their commitment and indeed their future image depends on meeting their commitment.” Tim Cummins, CEO IACCM In his response to my previous…
Posted in: Guest Posting
Is your brand your most powerful negotiating tool? (Part 1) by Roz Usheroff
October 18, 2013
Originally posted on The Remarkable Leader:
Everywhere I turn these days it seems that there is always something being negotiated. Whether it is associated with efforts to end the closing of the government or, seeking an increase in pay and benefits, one thing is clear; a lot of people are doing a lot of talking…
Posted in: Uncategorized
Fortune’s Adam Lashinksy asks the question; Who is Oracle’s True Competition? by Jon Hansen
October 18, 2013
In what was a short but powerful post on LinkedIn, Fortune Magazine’s Sr. Editor at Large Adam Lashinsky posed a very interesting question; Who is Oracle’s True Competition? It wasn’t that the question in and of itself was ground-shaking journalism but, the reason or reasons behind his asking the question in the first place. During […]
Posted in: Commentary
Substance over sizzle: Can Elcom replicate its success with Scotland? by Jon Hansen
October 17, 2013
As many of you already know, beyond this blog I have written 5 books in total – two of which were as a ghostwriter. Remind me to tell you one day why I prefer the anonymity of assuming the ghostwriter persona. In the meantime, I think that it is safe to say that I know […]
Posted in: Commentary
Martha Stewart’s comment that “Bloggers Are Not Experts” is a case of delivering the right message but using the wrong standards by Jon Hansen
October 17, 2013
“Bloggers are writing recipes that aren’t tested, aren’t necessarily very good or are copies of things that really good editors have created and done. Bloggers create a kind of …umm…popularity but they are not the experts. We have to understand that.” – Martha Stewart Nothing beats a good dust-up to get the heart pumping and […]
Posted in: Conferences
When Communication Leads to Collusion Rather Than Collaboration by Kelly Barner
October 15, 2013
Editor’s Note: Kelly has done it again . . . stoked the proverbial flames of controversy with another great piece. While there is nothing that can justify the collusion on the part of auto industry suppliers that as Kelly reports added “$5B to 25 million new vehicles” as the result of “overpriced parts,” no one […]
Posted in: Guest Posting
Procurement Insights 
November 1, 2013
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