Developing Differentiated Negotiation Strategies

Dave HenshallNegotiationLeave a Comment

Buyers must go beyond one trick negotiation strategies: Developing Differentiated Negotiation Strategies With much talk of buyers negotiating aggressively, we explain how buyers can adopt appropriate negotiating behaviour, by developing differentiated negotiation strategies. When reading articles such as this one in Forbes, you would think that buyers don’t have the knowledge or the tools to negotiate more strategically. But what … Read More

Proactively influence business goals and priorities with e-enabled sourcing

Dave Henshalle-sourcing, Procurement AnalyticsLeave a Comment

Shape the agenda, deliver against strategic and tactical goals with e-enabled sourcing Cost reduction is still one of the main drivers of e-enabled sourcing, but opportunities for competitive advantage also come from increasing spend visibility and reducing risk as well as improving supply chain responsiveness. 1. Introduction E-Enabled sourcing has become a significant differentiator between leaders and laggards between today’s … Read More

Develop a Procurement Analytics Strategy

Dave HenshallProcurement AnalyticsLeave a Comment

Procurement Analytics Part 3: Beyond simple spend data towards strategic decisions Develop a Procurement Analytics Strategy: In part 2 we discussed the challenges and maturity levels in Procurement Analytics capability. Here in the final part in this series we discuss how to apply Procurement Analytics strategically. 1. Introduction The primary function of procurement analytics tools is to support improvement strategies. … Read More

The Brave CPO: Mastering Collaboration

Dave HenshallThought ZoneLeave a Comment

Collaborations strategic value proposition can unlock the door to innovation and sustainable growth, CEO’s and CPO’s must turn the key A guide for CEO’s, CFO’s and CPO’s on how procurement can play a lead role in partner collaboration to secure a sustainable competitive advantage What’s in it for you? Discover why developing a collaborative capability will support sustainable growth and … Read More

The Brave CPO: Leading Business Growth

Dave HenshallThought ZoneLeave a Comment

The Brave CPO: Leading Business Growth The Brave CPO: Leading Business Growth – A guide for CEO’s, CFO’s and CPO’s on how leading procurement practices can make a powerful contribution to their company’s plan for growth. What’s in it for you? Discover why developing capability in supply management will provide powerful fuel for growth, and why making Supply Management a … Read More

A Guide to Global Sourcing

Dave HenshallGlobal Sourcing, Thought Zone4 Comments

A Guide to Global Sourcing for Competitive Advantage A Guide to Global Sourcing for competitive advantage – A guide for CEO’s, CFO’s, and CPO’s, on how global sourcing can contribute to  business objectives for sustainable competitive advantage   What’s in it for you? Improved sourcing effectiveness and value from your supply base Reading time: 15 minutes 1. Introduction: Global sourcing has become … Read More

SRM: The Emporor's CPO's new clothes?

Dave HenshallSRM1 Comment

SRM: The CPO’s new clothes? SRM: The CPO’s new clothes? “When the economic tide goes out, you find out who is swimming naked.” – Warren Buffet.   SRM: The CPO’s new clothes? This famous quote came to mind this week as I reviewed some recent articles, and leads me to conclude the CPO is wearing new clothes in the form … Read More