The Procurement Game Plan: Winning Strategies and Techniques for Supply Management Professionals

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J. Ross Publishing, Jan 15, 2012 - Business & Economics - 264 pages
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This valuable guide provides an easy to follow game plan with strategies for procurement and supply management professionals to improve supplier relationships, secure measurable cost reductions, achieve operational effectiveness and efficiency, and positively impact margins and competitiveness for their organizations. The Procurement Game Plan offers the guidance needed to take the procurement professional's career and department to the next level. This tool is ideal for self-learning, training, and classroom instruction. It is also an entertaining read due to the analogies made to various sports.

Key Features 

• Provides valuable insights and knowledge into the principles, processes, and practices of strategic procurement and how to manage a productive and successful procurement organization 

• Uses real-world scenarios and examples to make the procurement and supply management principles and concepts more relevant and easy to understand 

• Presents guidelines, techniques, and tools for converting a transaction-based reactive function into a proactive and powerful strategic contributor, and includes practical advice on selecting the most effective organizational design 

• Simplifies complex concepts and breaks them down into easy-to-follow steps so that professionals with different skill levels can apply them and secure tangible results for their organization 

• Demonstrates how to gain the buy-in of “C” level executives for approving resources and supporting various procurement initiatives and programs 

• WAV features a 13-point procurement ethics checklist, a 20-point proposal evaluation, checklist, a 21-point negotiation checklist, and a case study on “Business Process Re-engineering and e-Procurement Implementation at ASSET, Inc.” — available from the Web Added Value Download Resource Center at www.jrosspub.com

 

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Contents

What Position
1
Strategic Versus Tactical Procurement
8
Closing Remarks
16
Procurement Organizational Structure
22
Playing Within a System
29
Ensuring That
37
Retain
43
Measuring Talent Management Success
49
Body Language in Negotiation
120
When Suppliers Request Concessions
126
Negotiating Price Increases
132
Using a Contract Template
138
Closing Remarks
142
Minimizing Leakage
148
Early Supplier Involvement
154
When Supplier Relationships Reach the Point of No Return
160

Green Procurement
60
Closing Remarks
67
Determining Strategic Sourcing Priorities
74
Pitfalls of Strategic Sourcing
77
Overcoming Internal Customer Resistance
84
Writing the Request for Proposal
97
The Negotiation Before the Negotiation
103
Structuring Payments
110
The Skilled Negotiator Knows Their Counterpart
114
Financial Terms Related to Procurement
177
Group Purchasing Organizations
183
Closing Remarks
199
Project Management in Procurement
206
Inventory Management
212
Closing Remarks
220
Career Management
226
Closing Remarks
235
Copyright

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About the author (2012)

Charles Dominick, SPSM, SPSM2, is the President and Founder of Next Level Purchasing, Inc., a globally-recognized provider of high-quality education for procurement departments and supply management professionals and the exclusive source for the prestigious Senior Professional in Supply Management certifications. Under his leadership, Next Level Purchasing has earned several industry awards and honors. Mr. Dominick has trained procurement professionals from over 100 countries and post-training success stories of companies receiving his training have been featured in Supply & Demand Chain Executive and Purchasing Magazine, including two cover stories. Charles is a sought-after speaker and his articles have appeared in numerous magazines.Dr. Soheila R. Lunney, SPSM, is President of Lunney Advisory Group LLC, a firm that provides procurement and supply chain management coaching, mentoring, and training services. Dr. Lunney is also a Director of ASSET, Inc.—an education improvement nonprofit organization. She has served on the Board of Directors of the Pittsburgh Chapter of the Institute for Supply Management (ISM) for the last seven years and as an advisory board member of numerous organizations. Soheila was previously Vice President of Procurement for Education Management Corporation and Deputy Director to the Chief Procurement Officer at Bayer Corporation. Ms Lunney is also a well-published author and frequent speaker.

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