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"The Point" is written by BMP Editor Kelly Barner as well as a diverse group of guest contributors.

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Blog Pick of the Week: We Salute You

"Productivity is never an accident. It is always the result of a commitment to excellence, intelligent planning, and focused effort." –Paul J. Meyer

This Blog by Anthony Iannarino captures that philosophy exactly from the Salesperson's perspective. As a procurement professionally, it applies as well.

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Kelly, thanks for sharing this. The problem I always have with these types of surveys is no two companies run their businesses ali... Read More
Wednesday, 14 September 2011 16:02
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Blog pick of the Week: What procurement can learn from Steven Jobs

Steven Jobs is an icon and will be missed tremendously at Apple and in the business sector overall. He and the team have built an extremely succesful company and a very strong brand. How does procurement weigh in on all this? 

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Yes or No: Soliciting Pricing from Alternative Suppliers is the Best Way to Benchmark Your Incumbent?

This week’s Wiki-Wednesday topic is benchmarking, and we are covering it at the suggestion of BMP member Victor Halchin. A discussion has been going on in the Strategic Sourcing & Procurement group on LinkedIn in response to the following question: "If you are "locked " into a supplier , would you be prepared to try another for benchmarking even if it was just to "bash " down the supplier on price - would you change suppliers if you were offered the same service at reduced costs on your purchasing requirements?”

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Kelly, what is best will always depend upon the circumstances. Soliciting competitive quotes is one way to benchmark and that work... Read More
Wednesday, 07 September 2011 05:46
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Flip Side Whitepaper Notes: When Sales and Procurement Collide (Part 1)

I recently discovered a white paper that speaks to the exact premise of “The Flip Side” here at Buyers Meeting Point – that sales and procurement have a lot to learn from each other: ‘When Sales and Procurement Collide’.

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Innovation Through Procurement Contests: Requirements v. Specifications (Part 2)

This post is a follow up to 'Innovation Through Procurement Contests' (Part 1), my thoughts on Procurement Insights’ 3 part (so far) series on contests in public procurement. I’ve had a chance to think about the idea a little more and as far as I’m concerned, if it allows the buying organization to put the right solutions in place, then it is a benefit. As I commented in my previous post, the concern becomes for the procurement professional whose role becomes one of administration rather than strategy and negotiation. Although I didn’t realize it at the time, I had started down the road towards what would become a sticking point for some of the collaboration-style projects often resulting from new solution development: intellectual property rights.

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Blog Pick of the Week - Carbon Footprint - How are YOU doing?

After several days without power post-Hurricane Irene, I realized that reducing your carbon foot print is not that hard but can be somewhat inconvenient. I have been reading a great deal about organizations that are seriously reducing their carbon footprint. 

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Webinar Notes: CPO Agenda & CapGemini's "Quick Wins to Boost This Year's Savings Total"

This week’s BMP event pick, “Quick Wins to Boost This Year’s Savings Total” by CPO Agenda and CapGemini, was an absolute winner.

The event had an interesting format - four speakers, same topic: quick savings wins. While all of the speakers were qualified, two set themselves aside by taking on the harsh realities of trying to increase savings for the year with only a sort time left to go.

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Innovation Through Procurement Contests (Part 1)

This week's Wiki-Wednesday topic is Innovation, and you can click here to read an excerpt or to link back to the Wikipedia article.  We chose this topic because of a series of posts being done this week by BMP mentor Jon Hansen on his blog Procurement Insights. He is addressing a growing debate over the benefits of using procurement contests - particularly in public procurement - to innovate without absorbing the direct costs of a major R&D investment. 

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My experience in trying to drive innovation has been like trying to push a wet noodle. Change is usually occurs when there is eith... Read More
Thursday, 01 September 2011 09:46
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Flip Side Whitepaper Notes: Essential Selling Competencies: The Buyers Side Perspective

This week’s Flip Side topic comes from a webinar and white paper put out by The Executive Conversation and the Brandon Hall Group in July 2011 “Essential Selling Competencies: The Buyers Side Perspective”. I haven’t been able to find a place on either company’s website for you to directly download the whitepaper or listen to the archive of the webinar, so let me start by giving you a quick rundown on the whitepaper itself.

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Interesting post. My opinion has always been that to be a better negotiator on the buying side, you should understand how sales an... Read More
Wednesday, 07 September 2011 06:51
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Blog Pick of the Week - Hurricane Irene and more

What happens when somethings disrupts your supply chain?

Hurricane

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Six Ways to break a Negotiation Deadlock (Plus One More) A You Tube Video from Blue Elephant Consulting

I’m taking a break from the usual this week, and rather than covering a webinar, I’d like to share a new series of YouTube videos with you. Don’t get your hopes up – there are no home movies of cute cats falling down stairs or into grocery bags. Instead, I’d like to introduce you to a series of 5-7 minute videos made by Dr. Jim Anderson of Blue Elephant Consulting, and the writer of “The Accidental Negotiator” blog.

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Book Review: Common Sense Purchasing

When I am reading the books that may end up on the Buyers Meeting Point Endorsed Publications list (in the Procurement Library), I often find that they are missing a certain… something? Now I know what it is – cartoon illustrations! All joking aside, I am now in a position to recommend a book that contains solid procurement advice and pictures. Read all the way to the end of this interview to see my favorite from the book.

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Force Majeure, Hardship, Impossibility, Hell or High Water, Act of God or all of the above?

Last week I attended an excellent supply chain risk management webinar sponsored by the Next Level Purchasing Association and featuring a global supply chain manager from a Fortune 500 company. The event followed the story of this particular corporate supply chain through the 2010 tsunami in Japan (you can click here for my notes).

One of the lessons this particular company learned was about finding the right place for addressing the human side of a very complicated business issue. I was impressed with the efforts they had made, particularly for such a large company. A thought started to form in my mind: what contract clauses were put aside in order to have an appropriate response to the devastation while not creating serious business continuity issues?

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Liked the article and agree with most of the points although some were more political risk management than supply chain management... Read More
Wednesday, 07 September 2011 11:25
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The Sales Guy on Procurement Outsourcing

In order to get another perspective on the topic of procurement outsourcing, we reached out to our undercover sales expert, "The Sales Guy". TSG is a sales VP with 30 years and approximately $1B+ in sales under his belt. We are keeping his identity under wraps – for the same reason magicians never reveal their tricks, his colleagues might not like him giving us the inside scoop on sales’ view of procurement. Here are his thoughts...

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My opinion on outsourcing is simple, the targets are usually those functions that are either inefficient or that don't add value. ... Read More
Thursday, 01 September 2011 10:26
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Weekend Extra: BMP’s Webinar Notes on 'A Case Study for Proactive Supply Chain Management' by Next Level Purchasing

Before I even begin my notes, let me just point out that if you are not a member of the Next Level Purchasing Association, you are missing out. Next Level Purchasing offers the SPSM (Senior Professional in Supply Management) certification program. Joining the association is absolutely free and comes with a number of benefits, such as members-only webinars, newsletters, and networking opportunities. If you want to get your feet wet with the kind of programs they offer, there are several mini-courses they offer, completely online and for less than $20! Interested? Good for you! Click here to learn more by clicking on the NLP logo on our partner page. That way Buyers Meeting Point gets credit for your purchase and a portion of the proceeds go to charity.

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Blog Pick of the Week - Purchasing's Role in this Economic roller coaster

There is so much to do and so little time. I have picked a blog for you that is pertinent considering how volatile the market has been this week in particular. roller coaster

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