Negotiation

How Executives Achieve Alignment To Drive IT Deal Negotiations

Posted: 04/06/2020 - 05:20
IT Deal Negotiations

What’s the biggest challenge in IT deal-making?

Understanding ownership of the process, and what role everyone is playing. This must be clear from the outset. Some organizations are not relationship-driven and rely on the top person, relegating the rest of the team to the sideline. This presents problems, because the team is only involved at the last minute, and by then, it’s too late for them to be effective.

Supplier Collaboration: Sharing Influence for Shared Success

Posted: 11/25/2019 - 01:33
Success is not about procurement getting the upper hand; in fact, it might be about giving it up! Such a statement could raise the eyebrows of people pursuing success. It’s true that all corporate functions want more influence — but the secret lies in how they go about pursuing and leveraging that influence. 
 

Is it time for an eSourcing solution functionality reality check?

Posted: 10/04/2019 - 03:38
Is it time for an eSourcing solution functionality reality check?
As a rule of thumb, there is a list of 10 questions that every procurement team should ask at all solution provider demos. Some of them you’d probably expect, like questions about integration and the administration of configuration settings. Others you might not have thought of, for instance asking to what degree the company “takes their own medicine” by using the technology themselves. 
 

The Shift to a Seller’s Market

Posted: 08/22/2019 - 06:49
Everyone is talking about change. Transformation. Millennials. Digital. Continuous Improvement. There are likely many more words that are tossed around to explain the change everyone is either experiencing or are being told we need to do. A lot of time and effort has been spent on transforming procurement – but what about the change occurring within your supply base? 
 

10 Ways to Find Savings Through Analytics

Posted: 07/09/2019 - 06:48
Businesses need faster and more comprehensive spend management solutions, without the need for additional subject matter experts. To this end, our clients have benefited from improvements in insight and service delivery using 4C’s analytics platform 4Spend. Here are ten ways in which new savings can be found using analytics. 
 
1.) Categorisation and Benchmarking 
 

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