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Full Description
The 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.
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
