Customer Relationship Management

Mar 22, 2019  |  Director's Blog

Procurement Leadership Workshop: Addressing the Need for a New Stakeholder Influence Model

Some of the typical complaints I hear from procurement colleagues are the same ones I heard 20 years ago, and it seems as if nothing has changed. “Procurement doesn’t get any respect!  I can’t get people in the business to […]

Mar 22, 2019  |  Director's Blog

SCRC Meeting: Closing the Gap Between Marketing and Procurement

Our upcoming SCRC meeting on April 25 will explore a topic that has been top of mind for me and several other people for some time. To give you a clue as to what this is about, consider the typical […]

Nov 6, 2017  |  Director's Blog

Excess and Obsolete Inventory: You’re All Responsible for It!

The Supply Chain Resource Cooperative held its first ever “Executive Roundtable on Excess and Obsolete Inventory” on the NC State campus on October 25, 2017.  The event was attended by 25 executives from a variety of different industries and backgrounds.  […]

Sep 15, 2017  |  Director's Blog

Sales Can Use RACI Charts to Understand Procurement… and vice versa!

RACI Charts have been around for years, yet are often discounted.  RACI stands for Responsible, Accountable, Consulted, and Informed – which refers to the relative governance structure that exists in an organizational relationship.  Although RACI “charts” are often viewed as […]

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 […]

Apr 29, 2017  |  Director's Blog

Hilarious Sourcing Videos

I had an opportunity to watch some hilarious sourcing videos recently that I discovered on a sourcing blog by Citro Strategy. The three scenarios depict the actions of “hardball negotiating” procurement approaches, that are  translated into  negotiation scenarios that  individuals in the […]

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 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 24, 2017  |  Director's Blog

Getting Sales and Procurement onto the Same Team

The relationship between sales and procurement has always been a contentious one. The issue at the core of this tension is the concept of value recognition. Sales account managers accuse procurement of being purely price focused, and not recognizing the […]