I’ve talked about the need for establishing guiding principles—or social norms—for negotiating and operating strategic contract relationships but . It’s important that the norms embodied in the “what’s in it for we?” contract negotiation process be firmly embedded throughout the organization, or else new and existing relationships will struggle. Everyone should be on the same […]
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Carillion Needed a Strong Dose of Vested
Carillion, the large British multinational facilities management and construction services company that went bankrupt early this year, is a textbook example of how not to collaborate, communicate and well, do business. Julie Jackson, managing director at OCS Group, summed up the situation nicely in a recent article for FMWorld. “If we can’t agree on a different way […]
Heed the Power of Love
Prince Harry and Meghan Markle’s Royal Wedding over the weekend was all the buzz in the UK and in the U.S. But the person that is still getting attention is Bishop Michael Curry, whose “power of love” sermon was something the Royal family had probably never seen before. His message left some people raising their […]
Retailers/Manufacturers: Try Some SC Collaboration
Have you been to a mall lately? Does anyone even bother to go to the mall anymore? ? Dan Gilmore, editor of SupplyChainDigest, addressed this problem in a recent First Thoughts column and he rightly concluded that the problem is more than simply the rise of e-commerce, though obviously it is a big factor. “The […]
Expert Insights on Procurement’s Role in 2018
According to a recent Zycus report, “Procurement Experts Outlook 2018”, businesses are “more than ever exposed to a myriad of complex issues revolving around cost savings, operational efficiency and obtaining a competitive edge through available data and human resources.”
Collaboration a Top Transportation Management Trend
I’ve been studying, writing about and teaching collaboration for so long I don’t think of it as a trend anymore – it’s a real, happening thing! But in certain business segments, such as transportation management, some are coming to the collaboration table a little more slowly. That is why I was pleased to see Cerasis’s […]
Outsourcing Practices to Avoid
Traditional negotiation tactics all too often include hiding authentic intentions and using scare tactics to help tilt the playing field to their advantage. While aggressive tactics may get a short-term win, they often backfire, especially when used in longer term strategic supplier relationships and outsourcing contracts. These five scary practices should be avoided: Penny Wise […]
Beware the Watermelon Scorecard
The Watermelon Scorecard is a term coined by University of Tennessee researchers to explain how a supplier may be meeting a buyer’s required specifications, but is not really collaborating to drive innovative value over the long term for the buyer. In essence, the scorecard is green on the outside but red on the inside! The trend over the last […]
Vision and Passion
It seems a given that starting just about anything new – a new job, a project, a mental outlook – requires vision and passion. But like the practice of listing New Year’s resolutions, vision and passion are easier said than done. Achieving those BHAGs requires the right mix of vision plus passion. Amazing things can […]
Christmas Stocking-Stuffers 2017
Here are some items I hope Santa will seriously consider leaving for outsourcing, procurement and supply chain professionals: Collaboration: Of course, I start with this! Trust: Yes, it’s hard to know who to trust, who is honest and who is willing to be as transparent as perhaps you are willing to be. My advice: take […]
