Author Archives: David Atkinson

Procurement 2018: Getting off to a great start

You lead a procurement function. You worked your butt off in 2017 to hit your savings target, and improved supplier performance through your SRM efforts. Those SRM efforts stretched to improving your key supplier’s business operations, and you secured the lion’s share of the benefits that accrued from that support.

Thinking about a career in procurement?

I’ve been asked to present to the local girls’ school on the subject of a career in procurement. It’s essentially a talk offering career advice to sixth-formers who are thinking about university and career options. This is the presentation I’ve prepared. If you have teenagers (or even older children, or

Selling to the Professional Buyer: The Issue of Supplier Choice

In my work of delivering key account management and negotiation programmes, where the focus is on Sales success through the development of close, dependent relationships with customers, the subject of professional procurement frequently arises. Because of my procurement background, I’m often quizzed about how modern-day category managers think, and what

SRM: Five Leadership Challenges (Part 2)

In part 1 of my SRM leadership challenges, I defined the first three being around implementing successful SRM programmes. Let’s continue with the remaining two.   Challenge #4: How to establish a consistent and repeatable way of working so that you can begin to predict future value potential Once you are clear about

SRM: Five Leadership Challenges (Part 1)

This new series on ‘the necessary and sufficient components of successful SRM deployment’ (published initially on the excellent Spend Matters website, and now replicated here) now focuses on ‘Leadership’. It’s one thing to read the research, the chapters on SRM in one of the many volumes on procurement practice, or indeed follow commentators

Successful SRM: An Introduction

This is a new series on ‘the necessary and sufficient components of successful SRM deployment’ (published initially on the excellent Spend Matters website, and now replicated here). This introductory piece covers some familiar territory, but it’s my intention to go deeper into each of these ‘components’ and provide practical guidance

Sales – We need to talk about Procurement

What’s happening to the Sales profession when it comes to its engagement with professional ‘Procurement’ at the customer? I honestly thought Sales professionals would all be used to dealing with Procurement by now, positively reveling in the challenge to articulate the value of their offerings to forensic, value-hungry buyers. Any


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