Buyers Meeting Point procurement by Kelly Barner

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Kelly is the Managing Editor of Buyers Meeting Point. She has a unique perspective on procurement from her experience on both sides of the negotiation desk. She has led projects involving members of procurement, supplier and purchasing teams. She has practical skills in strategic sourcing program design and management, opportunity assessment, knowledge management, and custom taxonomy design and implementation. She also has direct sourcing experience in a number of product and service categories including: inventory fuel, location-based services, corrugated, and corporate purchasing cards. Kelly has her MBA as well as an MS in Library and Information Science.

Recommended Procurement Webinars for August 14 - 18: Handling Gender Issues at Work

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This week there are two webinars taking place in addition to ProcureCon Direct which is being held in California on Monday and Tuesday. Click on the title of the webinar below to view the full description and register.

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Book Review: Mastering High Stakes Negotiations

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I cannot guarantee whether you will be successful after a well-prepared negotiation, but I can 100 percent guarantee failure or finding yourself outsmarted and in a concessionary position if you choose not to do a thorough prep prior to a negotiation.” (p. 38)

 

Mastering High Stakes Negotiations: Both Sides of the Table by Mark M. Bilgin, Ph. D. (BookLocker.com, 2017) is true to its title in that it lays out all of the considerations associated with the most critical, highest dollar value negotiations conducted. In an odd way, however, even meeting that high bar is still selling the book short.

If you are a people watcher, or a student of human behavior, you will absolutely love this book. I was immediately drawn in by the author’s use of case studies, both his own and the ‘outside’ experiences of others to illustrate in colorful but honest fashion the incentives and pitfalls associated with negotiation prep. Negotiation is, at its simplest level, the use of leverage, exchange, and (somewhat) predictable human behavior to bring parties together for their perceived benefit. As a result, you can not be a master negotiator without being aware of and interested in what people say and do. That may come as a great relief to anyone that still thinks negotiation is about aggressively dominating ‘them’ to get what is best for yourself at any cost.

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Recommended Procurement Webinars for August 7 - 11: Career Breaks as an Opportunity for Redirection

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We have sort of an interesting event dynamic this week – three events, all on Thursday between 8am and 1pm ET. Of the three, I think there is one standout event, detailed below. Looking at the current calendar, clearly webinar organizers are expecting the bulk of summer vacations to be over by the week of August 28th, and September is already starting to take shape. Click on the title of each webinar below to view the full description and register.

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Recommended Procurement Webinars for July 31 – August 4: Direct Talent, International AP, Scenario Planning in an Uncertain World

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This week’s three webinars all draw on big trends affecting all companies and industries: changing workforce structure, increased globalization within enterprises, and the impact of uncertainty on planning and risk mitigation. Click on the title of each webinar below to view the full description and register.

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Recommended Procurement Webinars for July 24-28: Value Management, Risk Monitoring, Digital Transformation

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This week’s webinars don’t necessarily cover new or out of the ordinary topics, but they do bring us some new voices. See Tuesday’s event to hear from David Atkinson (Four Pillars) and Thursday’s to hear from Linda Chuan (Salesforce). Click on the title of each webinar below to view the full description and register.

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Recommended Procurement Webinars for July 17-21: Digital Innovation, Private Suppliers, 3 Measurable Goals

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After a two-week hiatus (because there have been very few events) our recommendations return this week with three great webinars. Click on the title of each webinar below to view the full description and register.

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Recommended Procurement Webinars for June 26-30: Picking up the Pace, Unprecedented Savings, and an RPA Case Study

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If you’re thinking of attending a webinar this week, don’t hesitate. With the July 4th holiday in the U.S. next week closing most companies on Monday and Tuesday, the events calendar is a ghost town. Click on the title of each webinar below to view the full description and register.

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Recommended Procurement Webinars for June 19-23: Hidden Savings, S&OP, and Services Complexity

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In addition to the live events below, Odesma is hosting a live event in London, “Making Procurement Transformation Deliver.” Confirmed speakers include Harry Wiltshire, Professional Athlete, Market Dojo, Provalido and Procurement PeopleCloud. Click on the title of each webinar below to view the full description and register.

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Recommended Procurement Webinars for June 12-16: Two Perspectives on Building an Agile Modern Workforce

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In addition to the virtual events below, ISM-New York is holding their annual meeting on June 14th at the New York Executive Conference Center. Join them to hear speakers from D&B, Bloomberg, and more. Click on the title of each webinar below to view the full description and register.

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Jaggaer and Pool4Tool: A Merger that Highlights the Fracturing of Procurement

Jaggaer and Pool4Tool: A Merger that Highlights the Fracturing of Procurement

I had the opportunity to speak with representatives from both Jaggaer and Pool4Tool last week in anticipation of this week’s ‘official’ merger announcement. We talked about geography, market share, and functionality and customer overlap.

By far, the most interesting part of our conversation was about the plans for their new combined go-to-market strategy. And while it demonstrates how thoughtfully this new entity is approaching the market as a whole, it also provides an excellent opportunity for procurement to reflect upon the increasing granularity of spend management.

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Recommended Procurement Webinars June 5-9: Replacing People-Process-Technology, Collaboration, and Supply Chain 2030

Recommended Procurement Webinars June 5-9: Replacing People-Process-Technology, Collaboration, and Supply Chain 2030

In addition to the virtual events below, ProcureCon IT Sourcing is taking place in Austin, TX Monday through Wednesday and the Manufacturing Supply Chain Officer (MSCO) Summit is taking place on Thursday and Friday in Singapore. Click on the title of each webinar below to view the full description and register.

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Recommended Procurement Webinars for May 29 – June 2: Uberization, Customer-Centricity, and a Mystery RPA case study

Recommended Procurement Webinars for May 29 – June 2: Uberization, Customer-Centricity, and a Mystery RPA case study

This is a short week with Memorial Day in the U.S. and a Bank Holiday in England, but that didn’t prevent companies from scheduling webinars. In addition to the events below, the May ISM-New York Report on Business will be released on Friday at 9:45am ET. Click on the title of each webinar below to view the full description and register. You can also check out my notes from one of last week's webinars, The Digital Procurement Era, presented by Dr. Rob Handfield.

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Webinar Notes: The Digital Procurement Era

Webinar Notes: The Digital Procurement Era

This week’s webinar notes are from a May 23rd event hosted by BravoSolution (part of their 2017 Real World Procurement Series) and presented by Dr. Rob Handfield, Executive Director of the Supply Chain Resource Cooperative, and the co-author of The Procurement Value Proposition and a new title being released in June, The LIVING Supply Chain: The Evolving Imperative of Operating in Real Time. The webinar is already available on demand here.

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Recommended Procurement Webinars for May 22 - 26: 5 great events by participant type

Recommended Procurement Webinars for May 22 - 26: 5 great events by participant type

 This week includes one of the best slates of webinars I have seen go by in a long time. Of the 10 events taking place, HALF of them deserve recommendations. Maybe this is the last ‘big hurrah’ before the official start to summer next weekend? Click on the title of each webinar below to view the full description and register.

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Recommended Procurement Webinars for May 15 - 19: Moving Beyond Price, Applying Watson, the Amazon Effect

Recommended Procurement Webinars for May 15 - 19: Moving Beyond Price, Applying Watson, the Amazon Effect

Procurement Leaders’ World Procurement Congress is ‘in session’ this week in London on Tuesday and Wednesday. If you’re looking for a virtual event to attend, my picks for the week’s best webinars are listed below. Click on the title of each webinar below to view the full description and register.

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Recommended Procurement Webinars for May 8 - 12: Collaboration, Contract Risk, Fast-tracked Supply Chain Risk Management

Recommended Procurement Webinars for May 8 - 12: Collaboration, Contract Risk, Fast-tracked Supply Chain Risk Management

This week, ProcureCon Travel is taking place in Henderson, NV Sunday through Tuesday. May is quickly filling up and this week I started adding events in June. Take a quick look and register for an upcoming event or two. Click on the title of each webinar below to view the full description and register.

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Recommended Procurement Webinars for May 1 - 5: A Tight Talent Market and Our Volatile World

Recommended Procurement Webinars for May 1 - 5: A Tight Talent Market and Our Volatile World

It’s May. Aaaaaaaaah! Seriously, though, that means the clock is ticking on the official start of the summer work season (I date mine from the Friday before Memorial Day). I fully expect webinars to continue strong through the summer months, and there are already a couple of June in person events as well. Click on the title of each webinar below to view the full description and register.

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Recommended Procurement Webinars for April 24 - 28: Procurement Finance 'Drama' Plus Millennials

Recommended Procurement Webinars for April 24 - 28: Procurement Finance 'Drama' Plus Millennials

It is spring, and there’s something in the air… it’s not quite romance, but there will be plenty of drama with two examinations of the procurement finance relationship on Wednesday. If you’re looking for an alternate subject, consider the role of millennials in supply chain or sourcing optimization. Click on the title of each webinar below to view the full description and register.

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Recommended Procurement Webinars for April 17 - 21: CSI, Agility, and RPA

Recommended Procurement Webinars for April 17 - 21: CSI, Agility, and RPA

Procurement is a function with ever-increasing scope and potential for impact. As this week’s recommended events suggest, we can address the entire P2P process, unite the past and future through forensic examination of contracts, and push the boundaries of automation. Click on the title of each webinar below to view the full description and register.

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Recommended Procurement Webinars for April 10 - 14: Intelligence and Analytics

Recommended Procurement Webinars for April 10 - 14: Intelligence and Analytics

This week, ProcureCon Canada runs from Monday through Wednesday in Toronto. Follow @ProcureCon for news and highlights from the event. Click on the title of each webinar below to view the full description and register.

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