Collaborative Contracts and Competitive Bidding: Not Mutually Exclusive! Article by Kate Vitasek published on 13 Feb. 2017 by the BPI Network Views & Commentary site. Can collaboration and competition co-exist to create the best contract bidding relationships?… Here’s the link: http://bpinetwork.org/thought-leadership/views-commentary/434/collaborative_contracts_and_competitive_bidding_not_mutually_exclusive
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Into the Lists
This is the time of year when lists abound, usually featuring the numbers 7 or 10: The ten best articles of the previous year, the top seven trends that will shape the future of the coming year – it’s a time-honored tradition that has only become more prevalent in the internet age. Lists are also […]
Outsource Magazine — January 2017 — Hart, Holmstrom
Hart, Holmstrom: Contract theory and incomplete contracts Kate Vitasek’s column published online on 6 January 2017 Professors Bengt Holmström (MIT) and Oliver Hart (Harvard) received the 2016 Nobel Prize in economic science in October for their work in the realm of contract theory and, most intriguing, the nature of contracts as being essentially incomplete… Here’s […]
Forbes — November 2016 — Relational contracting
Relational Contracting On The Rise With The Success Of The Australian Navy Article by Kate Vitasek published by Forbes on 30 November 2016. Relational contracting is back in fashion, marked recently by the Australian Navy’s innovative approach for incorporating a relational contract that led to their winning the International Association of Contracting and Commercial Management […]
Relational Contracting: Overcoming the Paradox
Wait! What is that you ask? The latest white paper from the University of Tennessee, the International Association for Contract and Commercial Management (IACCM) and Lindahl Law Firm explains why relational contracting is necessary to get past this paradox. What exactly is the “contracting paradox?” In the just-released white paper, “Unpacking Relational Contracts: The Practitioner’s […]
SIG Inside Sourcing Newsletter — March 2016
Use the Right Bidding Tools Article by Kate Vitasek published in the March edition of SIG’s Inside Sourcing newsletter. Each day hundreds – and maybe thousands – of businesses use various competitive bidding methods to pick suppliers, but are they finding the right suppliers for their needs? Maybe not, because it’s likely they are using […]
It’s All Personal!
It’s time to bury that old excuse for bad or questionable behavior in business – you know, the one where the executive “kindly” remarks after stepping all over someone, “It’s not personal, it’s just business.” At the International Association of Outsourcing Professionals (IAOP) conference this week I was sitting in on a session on negotiation […]
Forbes — September 2015
Beyond A Fair Price: Proven Approaches To Buy Value Article by Kate Vitasek published 14 Sept. 2015 on the Forbes Leadership site. Many buyers and suppliers are easily frustrated when it comes time to negotiate a fair contract price that preserves and increases value. In fact, it is paradoxical. On one hand the parties discuss […]
Negotiation Wisdom from JFK
In a recent LinkedIn post Kees Van Der Vleuten, Director, KC MT Services, talks about the need to understand and use “expectation management” while embracing collaboration in the value chain. His well-said point is that by fully embracing collaboration—and measuring and monitoring the results of collaboration—“it is possible to achieve greater and more sustainable results […]
Supply Chain Resource Cooperative — July 2015
A Tale of Two Procurement Books: Cox’s Sourcing Portfolio Analysis (Cox) & Strategic Sourcing in the New Economy (Keith et al.) Robert Handfield’s blog, “Supply Chain View from the Field” (NC State University Supply Chain Resource Cooperative) has the first review of the Vested book, Strategic Sourcing in the New Economy. The post was published […]
