Category Archives: Outsourcing

  1. The relationship between sales and procurement has always been a contentious one, and the idea of a friendship evolving between the two functions is laughable in the minds of many managers I’ve met with. The issue at the core of this tension is the concept of value recognition. Sales account managers accuse procurement of being […]


  2. In the RFQ process, procurement should ideally be transparent about answering this question.  Too often, however, the sales team at suppliers providing the bid have to “guess” at what they think will be important.  The Request for Quote process, if done correctly, is a way for procurement to be able to quantify the elements of […]

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  3. Jeff Townley, former Chief Procurement Officer at Nortel Networks, provided some fantastic insights in my MBA class this evening.  In so doing, he shared some great insights about “Outsourcing:  The Good, The Bad, and the Ugly.” The GOOD – “ODM’s were a wonderful way to outsource, and we had a great experience with them, as […]

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