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Procurement decisions don’t fail inside procurement. They fail when real-world conditions hit them. That’s what we assess.
You don’t get what you deserve, you get what you negotiate!
August 30, 2010
Editor’s Note: Here we are in 2016, and this post which was originally posted in the Procurement Insights blog in 2010, continues to be one of the most widely read articles I have ever written. So here is the question . . . have things changed in terms of our approach to negotiating with our […]
Posted in: Commentary, Negotiating
Where Have you Gone Aaron Feuerstein? The Means Being Justified By The End?
August 30, 2010
Who was Aaron Feuerstein? How about Maldin Mills? Quickly now, who was Kenneth Lay? How about Enron? If you have to pause to think for a moment before saying to yourself “who is Aaron Feuerstein?,” but could recall Kenneth Lay or his company Enron without hesitation, then you may have already answered the question regarding […]
Posted in: Commentary
Practical Experience Over Technological Know How: Why the Industry Landscape is Shifting
August 27, 2010
“Our direct sales force does not consist of traditional software sales people, but rather service parts experts most of whom were planners themselves. Whether you are talking to sales, support, or management at Baxter, you can be confident that you are speaking with a service parts expert, not merely someone who understands the capabilities of […]
PI News Flash: Baxter VP to be Interviewed Regarding Kawasaki Contract
August 25, 2010
Last week I posted a brief article on Kawasaki selecting Baxter Planning Systems whose SaaS solution is specifically focused on meeting the “unique demands of the after-market, service, repair, and spare parts industries.” It is an interesting selection for many reasons and on many levels. As a result, I will be welcoming Baxter Vice President […]
Posted in: News & Updates, PI Window on Business (Show)
How Some Federal Agencies Are Cutting Contract Costs: Reverse Auctions Come to the Fore
August 24, 2010
The following is the first in a series of excerpts from David Wyld’s Blog The Reverse Auction Research Center. David will be a guest on the PI Window on Business Show on September 7th, 2010 at 12:30 PM EST to talk about the evolution of Reverse Auctions including their viability as a procurement tool in […]
Chapter Excerpt from new book Tasers, Abortions and Parenting: Behind the Curtain of Policing America
August 22, 2010
“What a fascinating read. It’s going to rile folks up as well as having many people yell “Amen!” It will also, probably for the first time, give people an understanding about the direction our society is heading and give them some idea how we got to where we are now. Plus, your chapter on parenting […]
Posted in: News & Updates
What CXOs consistently fail to grasp about enterprise security
August 19, 2010
During eWorld I will be hosting a Roundtable discussion on Outsourcing focusing on key areas such as “Security in the Cloud.” Joining 30 plus year public sector veteran and the author of the seminal “Towards Tesco – improving public sector procurement” paper Colin Cram as a member of the guest panel will be Richard Stiennon. […]
With Baxter Kawasaki Let’s The Good Times Roll!
August 18, 2010
In another one of those moments when you realize that your are just a few short years away from wearing plaid shirts, pants that buckle over your belly button and running shoes (not because your athletic but because you need the arch support), the first thing that came to mind when I received word that […]
Posted in: Commentary, Procurement Trends
Procurement Insights 
IACCM’s Cummins Hits One Out of the Park Regarding Dishonesty at the Top!
September 1, 2010
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Tim Cummins’ blog offers one of the industry’s most “cerebrally balanced” and even refreshing views of the procurement world. And I don’t say that with whimsical alacrity. In fact Cummins is one of the few who will take a stand on difficult issues, even if it attracts consternation from the quickly fading, old mindset establishment. […]