Change Management

May 5, 2017  |  Director's Blog

Can Sales and Procurement Ever be BFF's?

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 […]

Mar 17, 2017  |  Director's Blog

Procurement Leaders Blog Post: Cross-Functional Teaming is Easier Said Then Done

Continuing my reporting of the Procurement Leaders meeting in Miami, I sat in on a very interesting session that included three professionals from very different walks of life: Captain Harry Thetford – Defense Logistics Agency Robin Shahani – CPO, TD […]

Mar 16, 2017  |  Director's Blog

Procurement Leaders '17: Supplier enabled innovation is a foundation for procurement's strategic repositioning

I had the opportunity to sit in on a number of sessions at Procurement Leaders American Congress 2017 in Miami this week.  Despite the snowstorms that prevented many from making it down, there was a full house at the opening […]

Mar 4, 2017  |  Director's Blog

SCRC Meeting: Mapping the Road Ahead in a Time of Daily Disconcerting Tweets

This week we announced the theme of our upcoming Supply Chain Resource Cooperative meeting.  The theme of the meeting, “Mapping the Road Ahead in Uncertain Times”, brings together a number of industry experts to share insights and develop some thoughts […]

Feb 23, 2017  |  Director's Blog

How does procurement evaluate outsource providers?

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 […]

Feb 12, 2017  |  Director's Blog

Best Practice: Creating a Governance Mechanism for Analytical Learning in Organizations

I recently interviewed a large semiconductor company that developed a cross-enterprise initiative to drive analytical learning across its entire supply chain. The company established a supply chain IT organization that reports up to the CIO. It focuses on leveraging the corporate […]

Feb 6, 2017  |  Director's Blog

Red Flags that Every Supplier Business Development Team Knows to Look For

One of the most important elements suppliers seek to avoid involves participation in an RFP when there is a low probability of success.  Procurement people think that every supplier will go after every RFP they put out.  Think again . […]

Jan 29, 2017  |  Articles

Why do high quality suppliers pass over big RFQ/RFPs?

In a recent discussion, a large supplier of services shred that they fail to respond to almost 50% of every RFP that comes their way!  This insight was very surprising to procurement executives we spoke with….few could believe that sales would […]

Jan 13, 2017  |  Articles

Post-mortem on Christmas Logistics Chaos: On Customer Commitments and Transparency

As we look back on the chaos that erupted during the pre-Christmas rush, discussions with executives suggest that there is still a long way to go.  Most logistics companies are still far from being able to fully integrate data and […]

Dec 14, 2016  |  Director's Blog

Day 3: Lenovo Goes About Creating the End to End Transparent Supply Chain

On the third day the team visited the Lenovo “Green Data Center”, and learned of how Lenovo is working to create their “converged” network servers that are on the leading edge of being focused on sustainable high speed efficient performance. […]