Developing Differentiated Negotiation Strategies

Dave HenshallNegotiation

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 behavior, 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 Analytics

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

The Brave CPO: Mastering Collaboration

Dave HenshallProcurement Excellence, Thought Zone

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

A Guide to Global Sourcing

Dave HenshallGlobal Sourcing, Thought Zone

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 HenshallSRM

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

Linking SRM to Open Innovation

Dave HenshallInnovation, SRM

Linking SRM to Open Innovation Linking SRM to Open Innovation – www.InnovationManagement.se described: “Three Levels of Open Innovation Maturity”. It show’s the close correlation between SRM and Innovation and describes three levels of maturity: Level 1: Externally Aware: Level 1 companies recognize that external ideas and capabilities are valuable in the innovation process. They partner with suppliers and customers throughout … Read More

Customer Centric Procurement:

Dave HenshallBrand Management, SRM

Customer Centric Procurement: Customer Centric Procurement: Companies everywhere proclaim themselves as customer focused and publish statements in their corporate brochures emphasising their commitment to a customer-centric business model, both externally and internally. However, many of these companies have yet to back these statements up by investing in the core capabilities, processes and systems necessary to maximize the opportunity to deliver … Read More

Relationship Management in the Supply Chain Finance (SCF) Domain:

Dave HenshallSRM

Relationship Management in the Supply Chain Finance (SCF) Domain: Relationship Management in the Supply Chain Finance (SCF) Domain: Whilst it is critical for all companies to reduce their net working capital requirements to ensure sufficient liquidity in their business, it is also critical that they do so in a joined up way and not in isolated actions that put their … Read More

Closing the Strategic Sourcing, SRM and Negotiation Loop

Dave HenshallNegotiation, SRM, Strategic Sourcing

Closing the Strategic Sourcing, SRM and Negotiation Loop Closing the Strategic Sourcing, SRM and Negotiation Loop: Strategic sourcing, SRM, and negotiation are subjects that you will find no shortage of advice about in books, journals and from consultants. The problem is, there appears to be a lack of literature dealing with these subjects in any integrated form. Searching these terms … Read More