The Procurement Game Plan Winning Strategies and Techniques for Supply Management Professionals

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.

Dr. Soheila R. Lunney is a lifetime educator, inventor, and accomplished procurement executive with a demonstrated history of achieving significant results as a practitioner as well as a consultant. Presently, she conducts highly rated negotiation seminars and serves on the Board of Directors of several non-profit organizations. Previously, she served on the Board of Directors of the Pittsburgh Chapter of the Institute for Supply Management (ISM). Soheila has also been Vice President of Procurement at Education Management Corporation and Deputy Director to the CPO at Bayer Corp. Charles Dominick, SPSM3, is a serial entrepreneur who spent decades of his career as a successful procurement practitioner and thought leader. Charles founded Next Level Purchasing, Inc., where he created educational content that benefitted procurement professionals from over 100 countries around the world. During his time at the helm of Next Level Purchasing, he guided the organization to several awards and honors and was the mastermind behind the organization’s globally recognized Senior Professional in Supply Management (SPSM) Certification family.

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