Relationship Transformation

Procurement Matters: SEI – What is ‘Best Practice’​?

In the previous two videos in this short series on Supplier-Enabled Innovation (SEI), I placed SEI in the realm of Supplier Relationship Management (SRM), and suggested why innovation capture is an important part of Procurement’s value-improving agenda. I also posed a number of questions practitioners should ask themselves to baseline

Procurement Matters: Innovation and Procurement

Why do organisations seek to innovate, and in particular, why is the Procurement function so interested in tapping-in to supplier’s innovative capabilities? This is mainly because 70% of a typical company’s Cost of Sales is in products and services sourced from external suppliers and providers. That’s where tomorrow’s innovations are

Procurement Matters: Supplier-Enabled Innovation and Relationship Management

In this video I discuss Supplier-Enabled Innovation (SEI), and Procurement, and how innovation is an important component of the Supplier Relationship Management (SRM) agenda. We all agree that innovation is a ‘good thing’ and that smart suppliers can supplement the smart people in our organisations in generating new ideas. It’s

Supplier Relationship Management – A Personal Journey

10 Minute Read People occasionally ask me why, when there is generally so much attention given to sourcing and procurement tech, do I persist in focusing on supplier relationship management as a means of securing best value from supply relationships.  There isn’t a single reason, but there are two major

SRM Video Series: #1 What Are You Doing It For?

In my thirty-one years (so far) of working in the procurement field, I’ve seen the profession grow in stature, and as my mentor Professor Andrew Cox has said, witnessed procurement become something of a science. When I started out ‘Purchasing’ was all about being able to negotiate deals with (mostly)

SRM Series: #13 SRM: what problems should it aim to solve?

Rarely a week goes by without a discussion over the definition of SRM (Supplier Relationship Management) and why buying organisations embark on programmes aimed at solving….what exactly? Consensus is largely absent and SRM is variously described as partnering, collaboration, value improvement, supplier development, risk management, performance management, and other ‘pieces

SRM Series: #9 Revisiting Buyer-Supplier Power

The current horse meat scandal is one of those regular events in British life that confirms the prejudices of all manner of people. The usual suspects have (inevitably) seen this as the latest reason to bash the EU. Other usual suspects have bashed the ‘free market’ and the scandal has

What are the skills required for tomorrow’s procurement?

This familiar question was tackled by Mark Hollison, director of procurement at Napp Pharmaceuticals, at Procurecon Pharma 2012 recently. He quoted a survey on skills shortcomings among procurement people, with 64 per cent of practitioners failing to demonstrate the requisite skill level when it comes to ‘executive influence’. In contrast,

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