Are you the grand-master negotiator that you THINK you are?
Auther: Ben Shute
Date: 13 September, 2017
There is a negotiation skills gap. This gap arises because negotiation is usually a skill that we acquire through practice and...
Read MoreA short-fall in skill-set is (almost) unavoidable!
Auther: Ben Shute
Date: 24 August, 2017
In the age of data, almost every role in the workforce demands perpetual and consistent up-skilling. However, many corporate positions (such as in Procurement) do not possess the culture of continuous skills development - a firm requirement in...
Read MoreAre you a Manager Guilty of Killing Commercial Acumen? An Open Letter to Management
Auther: Ben Shute
Date: 21 June, 2017
It’s time we had a deep and meaningful conversation about commercial acumen. You know what I mean - good old fashioned business sense. Who is responsible for developing commercial acumen within your organisation?...
Read MoreAre your procurement people square pegs in round holes?
Auther: Ben Shute
Date: 31 May, 2017
Your procurement department is missing the mark somehow, and you can’t put your finger on the cause. You’ve invested in a team of top people, but they’re not delivering the results you want...
Read MoreHow to Score 10 out of 10 With Your Supplier Relationship
Auther: Ben Shute
Date: 25 May, 2017
A good supplier relationship can produce benefits for you that go beyond simply providing you with goods and services. But if the base of your relationship with a supplier is starting to crumble, it could cost you in other ways than just the price of their goods or services...
Read MoreProbity Matters: Because No One Wants to be Front Page News for the Wrong Reason
Auther: Ben Shute
Date: 24 May, 2017
You have an incredible idea, the concept has been approved by all channels, you put out the tender or negotiated the best deal, you’re following the correct procurement purchasing procedures and everything works out just as you intended with...
Read MoreThe Importance of Being Earnest About SLAs and KPIs
Auther: Ben Shute
Date: 15 May, 2017
You’re dealing with a new supplier. You need to draw up a Service Level Agreement, commonly referred to as an SLA. You know you’ve got to cross every t and dot every i. So how do you make sure that you’ve covered all bases?...
Read MoreManaging Your Supplier Performance
Auther: Ben Shute
Date: 15 May, 2017
When you have a contract with your supplier, it’s the beginning of an on-going relationship. You expect the supplier to keep performing, day after day, like clockwork – delivering goods and services to the same high standard, and...
Read More5 Reasons Why Your Procurement People Should Learn To Negotiate Effectively
Auther: Ben Shute
Date: 02 May, 2017
You’ve hired some good procurement people. Their skills are solid. They have experience. They’re a good fit in your organisation. But – are they gun negotiators? Do they...
Read MoreThe Art of Contract Management
Auther: Ben Shute
Date: 28 April, 2017
It’s easy to get excited about the purchase or acquisition of a good or service, especially when it can positively affect the way you do your day-to-day job, but contract management is a fine art that can’t be rushed and...
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