M&A Value Creation: Bench Strength Assessment Critical

Dave HenshallAssessments, Mergers & AquisitionsLeave a Comment

M&A Value Creation: Bench Strength Assessment Critical – so with the right talent assessment and selection process CPO’s can ensure that the right people with the right skills fill carefully defined roles in the expanded organization. Building a world class team bench: 1. M&A Value Creation: Bench Strength Assessment Critical Introduction M&A due diligence in procurement talent is a dangerours corner … Read More

Procurement Thanksgiving

Dave HenshallInfluenceLeave a Comment

As the US Thanksgiving holiday reminds us all that 2011 is rapidly drawing to a close we take a look at five reasons for procurement to say thanks: 1.    Procurement has had a ‘good recession’ Recessionary times has placed procurement in the spotlight.  Whilst there has been company-wide belt tightening – procurement’s increasing influence over their organizations spend has increased … Read More

The 'inner buyer': Raising procurement’s self-esteem

Dave HenshallInfluenceLeave a Comment

Here we argue that procurement must first adopt the right self-image before it can convince others of its value: First impressions Procurement professionals are indoctrinated into the profession with messages such as:  “you have to take the internal customer along with you”, “you have to persuade them” “you have to get their buy-in first” But what if internal customers are … Read More

Best of the 'Buying Magician' 2010: Part 1

Dave HenshallInfluenceLeave a Comment

Part 1: Strategy & Influence. Here is our first ‘best of’ –  a four part review of our thoughts and comments in 2010. Here in part 1 we profile ‘Strategy & Influence’. Expanding Procurements Scope and Influence Expanding procurements scope and influence is critical for CPO’s, if procurement is to develop its value contribution beyond cost savings. Here we discuss … Read More

Placing the CPO at the top table

Dave HenshallInfluence, ProcessLeave a Comment

The executive in the organisation to whom the CPO reports plays a vital role in breaking down corporate roadblocks, setting priorities and supporting procurement’s profile within the business. The CPO reporting relationship therefore has an important role in ensuring the effective contribution of procurement to organisational goals and strategies. Significantly, the reporting line sends a clear message regarding the importance … Read More

CPO's: Don't miss the innovation opportunity

Dave HenshallInnovationLeave a Comment

CPO’s: Don’t miss the innovation opportunity CPO’s: Don’t miss the innovation opportunity – Businesses are looking once again at the next growth phase. Key to business growth is innovation and it is here that procurement must learn from the missed opportunities of not making the connection to outsourcing. Procurement has achieved great things with the strategic sourcing process. It provided … Read More

Procurement Must Be Strategic or Die

Dave HenshallBrand Management, Mind-setsLeave a Comment

Procurement Must Be Strategic or Die Procurement Must Be Strategic or Die – In a post, over on SM Steve Bagshaw asks us to contemplate what we call ourselves – a question which refuses to die. On the Purchasing Practice Linkedin group this same question is still receiving comments more than 12 months after posting. The answer really depends upon … Read More

Procurement Takes the Stage on Capital Markets Day Events:

Dave HenshallInfluenceLeave a Comment

As the credit crisis evolves into the new normal, credit has become tighter and one outcome investors and regulators will almost certainly demand is more transparency into the strategy and crucially, the underlying operating and financial performance of companies. Investors are increasingly aware of the impact that procurement and the supply chain can have on overall company performance in supporting … Read More

Procurements Reporting Lines: He who would be king?

Dave HenshallInfluenceLeave a Comment

The CFO & CPO are increasingly seen as CEO’s in training.  Yes? Companies such as Wal-Mart, Chrysler and Merck have had CEO’s who had been CPO. This new prominence places the CPO in direct competition with the CFO and other CXO’s for the corner office position. However, that the CEO still predominantly delegates responsibility for supply to the CFO suggest … Read More

Navigating Uncertainty

Dave HenshallUncategorizedLeave a Comment

CEO’s are managing in uncertain times – their CPO can play a key role in helping them succeed CEO’s are having to rethink their business strategies in the uncertain times that are the ‘new normal’. Their strategies, usually centred around certain business assumptions or “indisputables” that are driving growth are being tested. None more so than ‘how consumers spend’. Robert … Read More