Future Purchasing Blogs

A challenge to negotiation success is how the various parts are negotiated separately, and how an overview of the whole is often hard to develop.

by Mark Hubbard

Can the parties involved in a negotiation believe in the basic direction that the other negotiator is moving in? Here we discuss how procurement can face into this challenge

by Mark Hubbard

This summer saw the release by the British Standards Institute of the new ISO 41011:2017 Facility Management standard. Here are our thoughts..

by Ian Satchwell

My view is that effective internal collaboration comes as a result of 2 distinct things - the power of process and behaviour both of which we discuss further in the blog

by Allison Ford-Langstaff

What words do you notice that have power to generate a less than helpful response from others? Or are there any words that push your buttons and bring out an unintended and negative response for you?

by Alison Smith

We discuss why the actual balance of power between two parties may be other than what is assumed, or historically apparent.

by Mark Hubbard

The 3 hot topics of Procurecon 2017: "Internal collaboration", "Moving beyond price/cost to Value" and "Understand what Big Data really means". Here our are thoughts..

by Allison Ford-Langstaff

10 critical success factors in procurement category management. Are you doing them all?

by Alison Smith

Facing the other party in a negotiation always has one common theme running throughout it: do I trust what they say? Do I have legitimacy supporting my position?

by Mark Hubbard

What is the correct balance of profit across a supply chain which allows for the required performance in all areas, by all parties?

by Mark Hubbard

Although our personalities follow a certain direction, awareness of how we are wired does allow for a degree of modification of approach to suit the particular negotiation.

by Mark Hubbard

The concept of the BATNA - the Best Alternative To a Negotiated Agreement explained in the context of Brexit

by Mark Hubbard

An infographic showing how you can contribute to your businesses performance by being great at category management

by Simon Brown

Here we explain the way in which negotiations are influenced by the marketplace in which we and the supplier find ourselves

by Mark Hubbard

The answer is compelling. Category Management is a critical lever to deliver improved procurement and can improve business performance by up to..

by Mark Hubbard

There are few other areas of the business that still have so much untapped potential. Even the most sceptical CEO would be missing a trick not to explore this

by Allison Ford-Langstaff

Next time you claim on your CV that you have run transformation programmes, just think again whether that is the right term, as yours could be a change programme. Here we explore the difference

by Allison Ford-Langstaff

The challenge here is how to engage a discussion in which the approaches taken by both sides can be explored and developed in a positive, value creating way rather than seeking to take the maximum from the other party

by Mark Hubbard

If your organisation pulls together a bunch of ‘catman’ templates in some sort of vacuum, that’s simply ‘playing’ with category management

by Allison Ford-Langstaff

The greatest asset your company can have in Procurement revealed. 72% of companies don’t yet do this!

by Allison Ford-Langstaff

To illustrate how a standard but flexible approach can be achieved, here are some very specific questions my clients and I have recently asked when reviewing key categories

by Paul Haycock

Business leaders are recognising that Procurement is a major untapped source of potential competitive advantage. Here's why..

by Allison Ford-Langstaff

The value of in-depth supplier analysis and a well-designed, rather than a generic RFI, at the earliest opportunity is absolutely critical in the creation of category strategy especially in markets like FM

by Ian Satchwell

How and why procurement professionals identify suppliers areas of interest before negotiating with them

by Mark Hubbard

Five strategies leading CPO's use to ensure category management is a key driver of high business performance

by Kathrine Western