Many leaders conflate sourcing negotiation success with "toughness"- which misses the point. Success really hinges on the systematic application of leverage- which is valuable, but difficult. There's a common misconception... read more →
Most mid-market post-merger integrations leave money on the table. For completely understandable reasons, management teams focus on organizational issues and perceived big-ticket synergy drivers. Meanwhile, sourcing synergy realization tends to be moderate-... read more →
Chances are, you're already acutely aware of the current inflation climate: Core CPI recently experienced the largest rate of increase since 1982 As we re-open, demand is increasing across many... read more →
While using Group Purchasing Options (GPO) or Parent Company contracts for sourcing is better than doing nothing and it requires little effort, it's not always the best approach as it... read more →
Firms with significant spend in Technology (bandwidth, storage, software) have a window of opportunity to realize sourcing opportunities. Only the prepared firms will capitalize on this chance to improve their... read more →
Recently a head of procurement asked me “why do you all use a scoring model to estimate savings potential…why not just compare the prices we pay to comparable prices at other... read more →