Browsing All posts tagged under »Relationships First«

I Have Waited Nearly 10 Years For This To Happen . . . The Santa Clara Story

June 15, 2016

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The County of Santa Clara has successfully implemented their eProcurement initiative by transcending the functional silos that have traditionally limited procurement’s effectiveness and influence in the past. In short, and for the first time since I began covering Virginia’s eVA initiative back in 2007, I can say with great confidence that there is now another […]

Nature versus Nurture: Is Relationship Success in the Genes? by Jon Hansen

January 8, 2014

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I know it’s been said many times, many ways . . . okay I am just coming out of the holiday season so excuse the reference to the Christmas carol lyrics. Anyway, if I have said it once I have said it a million times . . . social media and procurement are a great […]

The Relational Contracting Bandwagon by Jon Hansen

December 17, 2013

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They say that originality is the ability to conceal your source, and this statement has never been truer than it is regarding the emergence of the Relational Contracting model.  I say emergence in that while the concept is certainly not new   ̶   as detailed in his book, Andy Akrouche developed and began successfully implementing his […]

Should governments be compelled to re-tender contracts if the incumbent supplier is doing a good job? by Jon Hansen

December 3, 2013

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The other day I posed a question in a number of LinkedIn groups based on a post by Ian Burdon (Risk Aversion, Bad faith and Scams , November 13th, 2013). The question was fairly straight forward; Should governments be compelled to re-tender contracts if the incumbent supplier is doing a good job? (refer to today’s post […]

Do you negotiate deals or build relationships and why there is a difference? by Jon Hansen

September 3, 2013

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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 […]

Does flawless negotiation create certainty? by Andy Akrouche

August 27, 2013

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Have you ever wondered why there is such a great emphasis placed on learning negotiating techniques? After all, and as a simple search on the Internet will demonstrate, there are tens if not hundreds of books written on providing insight and direction on negotiating deals rather than building relationships. From “negotiating to yes” to “zero […]

Government’s proposed changes to procurement show that they are in the right room but haven’t turned the lights on . . . yet! by Jon Hansen

February 18, 2013

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“What makes what you do so exciting Andy is that you not only see the process beyond the actual procurement but that you have also created a model that incorporates the relationship factor into the buying equation itself.   In essence you have created a methodology that goes beyond experience or gut feel (things that while […]