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Category: Supplier Relationship Management

It’s Time to Think About the Total Cost of Ownership

United symbols of business and environment, achieved though total cost of ownership

‘High quality, affordable products, and services that don’t harm the environment, delivered on demand!’ Sound familiar? That’s the mantra of the modern customer. No longer is it acceptable to sacrifice quality for a cheaper price tag. Nor is it acceptable to cut corners at the expense of the environment and…
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Make or Buy: It’s Time for a Rethink

What is the point of sales departments? To create markets and stoke demand. Sales departments have been a standard part of industry for so long that we sometimes fail to remember that, for much of human history, sales activity was business to consumer. Business to business sales wasn’t a concept…
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Supply Chain Risk Management: How to Spot Potential Failures

A woman wearing a mask, a Hong Kong protester and a kangaroo trying to escape bush fires all lead to supply chain risk

We live in turbulent times. In the first seven months of 2020, we’ve had bush fires, mass unrest leading to protests in Hong Kong and the US, rising tensions with China that have seen government manufacturing incentives move elsewhere, and, most disruptive, the COVID-19 pandemic. And there’s still five months…
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Negotiation Approaches in Procurement – 4 Key Tips

A man wearing a crown, proud of his negotiation approaches in procurement

The new financial year means new contracts, but are you ready to negotiate? Here are my top tips for negotiation approaches in procurement. Don’t be afraid to walk away You should always be prepared to walk away, no matter how much you’ve already sunk into the negotiation. Don’t get me…
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Business Continuity: How Will Your Business Cope When Disaster Strikes?

Man in trouble because he didn't have a business continuity plan

COVID-19 has led to the cancellation of many festivals and events. In some cases, permanently. Wimbledon, however, will live on, due in no small part to their pandemic insurance. The losses from this year’s cancelled tournament will be covered by a payout of $226 million. That’s some mighty handy risk…
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Supplier Relationships: Don’t Get Swept Off Your Feet

A not so successful supplier relationship

Choosing a supplier is like choosing a life partner. The wise decision means you’ll have a loving, supporting companion who’ll stick with you through sickness and health until death parts you. The wrong choice leads to a bitter divorce or, worse, a loveless marriage that you stick with because the…
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Buying from SMEs: The Key Considerations

A range of SMEs, which can stabilise your supply chain

Considered by some to be the weakest link in any supply chain, SMEs might just be the stabilising factor we need in what’s shaping up as a turbulent decade. For a few years now, I have contributed an article to Sue Barrett’s annual “12 Sales Trends” report. For the 2020…
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The Power of Government Procurement

Public procurement can influence the local economy

Nothing has the influence of government procurement when it comes to effecting positive change within a community. The level of purchasing power a government department has, and the decisions made within the tender process, can be real drivers for innovation. The challenge for government procurement officers, though, lies in nuance….
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Supplier Love – 7 tips for Procurement Professionals this Valentines

Supplier Love

While February is the month of love, there is a bit of Valentine’s backlash with people wondering why is it that we need a special day to cherish our partners when we should be showing our love and gratitude for them all year long. Certainly, we should be mindful of…
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How to Score 10 out of 10 With Your Supplier Relationship

Supplier Relationship

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. Knowledge….
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