ProPurchaser CORE PRACTICE #5: Go “Fishing” with Suppliers. I once had a very smart boss whose favorite expression was “Fish where the big fish are!” So where do the “big fish” lurk for reducing costs for the products and
Unconventional treasure: Shale gas is trapped deep inside rock formations. Shale gas is a new and abundant source of natural gas, trapped in rock formations. Oil companies have known about it for decades but always dismissed it because it was too
Results of two time-staggered surveys As you may know, back in 2003, we asked people to fill in an on-line survey to help Purchasing Professionals gauge their organization’s overall purchasing effectiveness. We asked 7 questions that touched on senior management
If you have ever wanted to understand changes in your suppliers’ electricity costs, you might find this U.S. federal government website useful. It identifies regions and ‘hubs’. The best news is that pricing for most hubs is free and a matter of
A ProPurchaser CORE PRACTICE: Never enter negotiations without first researching what has happened to your supplier’s costs Two Ways We Engage with Suppliers As Purchasing professionals, we use two main approaches to establishing prices with suppliers. The first is through
The arithmetic is simple: profits are being squeezed. Finding ways to drive down costs lower than your competition’s has become more important than ever. Here, we describe a different approach to supplier negotiations that might help you gain an edge.
In a Perfect World Imagine the negotiating edge you would have if you knew—and could demonstrate—what you SHOULD be paying for the products you buy, especially when suppliers come to you with sad tales about price increases they just can’t
Dear Colleague Back in 2003, we created a simple, on-line survey to help Purchasing Professionals gauge their organization’s overall purchasing effectiveness. The goals were to first measure attitudes and practices, and then offer concrete suggestions for making improvements. The initiative
Years ago, while working for Green Giant, I phoned our steel can sales rep to ask for a 4% reduction. We had information suggesting steel prices had fallen 8%. He certainly wasn’t very happy and, as expected, argued against any
The struggle to find good-fit suppliers never ends. Unfortunately, you can’t find them from your office or even on the Internet. The solution is an old fashion plant tour. This Negotiating Nugget describes why plant tours are so important, and explains how to get the most from the time you invest in them. Allow yourself 5 minutes.
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