Description
Book SynopsisThe second edition of this best-selling guide provides an updated easy-to-follow game plan with strategies for procurement and supply management professionals to improve supplier relationships, secure measurable cost reductions, build a more resilient supply chain, integrate social responsibility into procurement activities, achieve operational effectiveness and efficiency, and positively impact margins and competitiveness for their organizations. Content new in this edition includes sustainable procurement, supplier diversity and inclusion, supply chain resilience, eSourcing, and more.
Table of Contents
- Chapter 1: Procurement’s Place in the Organization: What Position Does Supply Management Play?
- Chapter 2: Setting a Supply Management Strategy: The Foundation for Procurement Victory
- Chapter 3: Procurement Talent Management: Ensuring That You Have the Right Players on Your Team
- Chapter 4: Social Responsibility in Procurement: The New Rules for a More Responsible Game
- Chapter 5: Getting Cheap Shots Out of the Game: Preventing and Managing Back-door Selling
- Chapter 6. Strategic Sourcing for More Effective Procurement: Marching Toward the Goal Line
- Chapter 7: Comparing & Qualifying Suppliers: Separating the Winners from the Losers
- Chapter 8: Negotiating with Suppliers: Jockeying for Position
- Chapter 9: Negotiation in Specialized Situations: Adapting Your Game Plan for Different Conditions
- Chapter 10: Implementing Agreements and Managing Supplier Relationships: From the Whiteboard to the Field
- Chapter 11. Supply Chain Resiliency and Contingency Planning: Being Agile When the Game Doesn’t Go According to Plan
- Chapter 12: Measuring Procurement Performance: Analyzing the Scoreboard
- Chapter 13: Technologies and Services for Improving Procurement Performance: The Sticks, Gloves, and Bats of Supply Management
- Chapter 14: Specialized Areas of Procurement: Special Teams Are Important
- Chapter 15. Procurement Q&A: Post-Game Interviews with Superstars of the Game
- Chapter 16: A Career in Procurement: Becoming a Perennial All-Star
- Exhibit A: Requisition Questionnaire Example
- Exhibit B: No Such Thing as a Free Ticket
- Exhibit C: Example of a Back-door Selling Conversation
- Exhibit D: Sample Procurement Ethics Policy
- Exhibit E: Supplier RFP Scorecard
- Exhibit F: Instructions for Using the Supplier RFP Scorecard
- Exhibit G: Contract Review Checklist
- Exhibit H: Sample Supplier Business Review Meeting Agenda
- Index
