Breakthrough Results when you Launch your Deal with this 5-Step Approach

This week I attended the retirement party for a great man. Like most retirement parties, this one was complete with stories about the long career and the impact this man had on our company and on the people with whom he worked. There were gifts and memory books and videos and pictures. There was food…

Ditch the Algorithms, Guarantee Better Value by Talking!

I met with a colleague recently who told me about a consulting experience that that didn't go so well for him. A year or so after retiring from P&G, he had chosen to do some work with a local Consulting Company that had just recently opened its doors.  Someone else decided how to price the…

I think it’s time – Let’s get Engaged

I was recently in a discussion with an 10+ year incumbent Labor Service provider that turned out much better than I expected. Despite a challenging supply situation, we found a way to work together to address both our business needs. If we turn back the clock to 2010, Mark Zuckerberg was Time Magazine Person of…

Forget Cost Savings – Give me Value

Several years ago, when I first began sourcing services, I was working with the Chief Legal Officer to develop his Preferred Law Firm program.  Bringing Purchases into Legal was a bold move - how could a procurement organization do anything but get in the way of Lawyers doing what they do?  But Jim was progressive…