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Tag Archives: Supplier Relationship Management
Taxing times for relationship managers
Yesterday, as usual, I woke up to the sound of BBC Radio 4’s ‘Today’ programme and a report on the apparent infiltration of tax consultants from the ‘Big Four’ accountancy firms into HM’s Treasury department. These consultants were on short-term placement … Continue reading
Power: A Place in Education and Training?
In this fourth and final blog in a series on power in buyer-supplier relationships from Chris Lonsdale, he argues that it would be a mistake to simply dismiss ‘power’ as ‘bad practice’, and proposes that teaching managers about power is about preparing them … Continue reading
The Use of Power in Supply Markets
In this third in a series of blogs from Chris Lonsdale on the concept of power in buyer-supplier relationships, he asserts that a dominant power position in a business relationship is just that, a position. It doesn’t have to be aggressively … Continue reading
Buyer-Supplier Power: Concept Not Practice
In this second in a series of blogs from Chris Lonsdale on the concept of power in buyer-supplier relationships, he cautions practitioners not to confuse the concept of power with the lazy assumption that it determines how relationships should be managed … Continue reading
Revisiting Buyer-Supplier Power
The current horse meat scandal is one of those regular events in British life that confirms the prejudices of all manner of people. The usual suspects have (inevitably) seen this as the latest reason to bash the EU. Other usual … Continue reading
Posted in Customer Management, Key Account Management, Procurement, Relationship Transformation, Sales Excellence, Selling to Procurement, SRM, Strategic Negotiation, Supplier Management
Tagged KAM, Key Account Management, Negotiation, Procurement, Sales, Sales Effectiveness, SAM, SRM, Strategic Account Management, Supplier Performance Management, Supplier Relationship Management, Supply Management
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Supplier Relationship Management: 10 Guiding Principles
In my work training or consulting with clients, and lecturing to MBA students in procurement and supplier relationship management (SRM), a number of general principles (axioms, if you like) have emerged that people find useful when it comes to understanding, … Continue reading
Posted in Customer Insight, Procurement, Selling to Procurement, SRM, Supplier Management
Tagged Collaboration, Procurement, Sales, SPM, SRM, Supplier Relationship Management
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G4S: the lessons for Procurement
Pre-opening ceremony, G4S dominated the London2012 Olympics news, and there has been much comment on the reasons why it failed to meet the contracted-for volume of security personnel, with demands for retribution against the company. Talk has … Continue reading
Whole-enterprise procurement: an end to turf wars?
The release of the Civil Service Reform Plan (CCRP) has sparked another interesting debate on the reliably excellent Spend Matters blog with blogger Peter Smith declaring the plan includes a statement about procurement that is ‘extraordinary’. What Smith sparked was … Continue reading
Intention: Is this the story of your failing SRM programme?
Picture the scene; last year you attended an inspiring conference where you listened to speakers waxing lyrical about the benefits that were emerging from their shiny new supplier relationship management (SRM) programme and how they’d moved into the new post-contract value improvement game. … Continue reading
SRM value: putting a figure on it.
A couple of weeks ago I was enjoying my regular experience of working with MBA students at the University of Birmingham, on a day dedicated to concepts and implementation of Supplier Relationship Management (SRM), when we snagged on the tricky … Continue reading
