Science Explains Why Women Are Better At Communicating Than Men (Audio Version) by Jon Hansen

September 15, 2014



Editor’s Note: A recent post that I had written for LinkedIn was picked-up by Umano.  For those unfamiliar with the Umano platform, it uses professional narrators to create audio versions of popular articles and posts from a wide variety of publications. While focused predominantly on those individuals who are on the go and thus rely […]

Posted in: Conferences

Is Amazon The New Oracle or How The Emergence of The B2C World Marks The Official End of The ERP Era by Jon Hansen

September 12, 2014



Over the years I have written a great deal about why “traditional” ERP-based procurement solutions have, with a predictability that is almost as certain as the sun rising every morning, failed to deliver the expected results.  One of the main reasons is user adoption – or the lack thereof. Back in 2007, when Microsoft made yet another […]

Posted in: B2B, Commentary

Rosslyn Analytics Makes The Mayor of Detroit An Offer He May Not Be Able To Refuse by Jon Hansen

September 9, 2014



“Detroit has been spending on average $100 million more than it has taken in for each of the past five years. The city’s $11 billion in unsecured debt includes $6 billion in health and other retirement benefits and $3 billion in retiree pensions for its 20,000 city pensioners, who are slated to receive less than 10 […]

Posted in: Commentary

Why do Procurement think they are being Fair when they’re not? by Alec Erskine

September 9, 2014


Featured Image -- 15389

Originally posted on Procurement Insights EU Edition:
Preparing a bid the other day, I was thinking about how our clients score bids in a competitive bidding situation.  In the UK, they often talk about a 50-50 technical and cost weighting.   Let’s look at this a bit more closely. What they actually do is mark the…

Posted in: Uncategorized

How the West Coast Offence has redefined the public sector procurement practice by Jon Hansen

September 8, 2014


west coast offense

During my interview with Kate Vitasek last week, she adeptly used the start of the professional football season as a point of reference. Even if I wasn’t a football fan – which I am – I appreciated her analogy because it spoke directly to the challenges with putting process ahead of relationships. What was most interesting however, […]

Posted in: Commentary

Direct and Indirect Procurement in the B2B World

September 8, 2014


Nilesh Sept 2014 article

Originally posted on In The Cloud:
EDITOR’S NOTE: The following is part 3 in a 4 part series by cloudBuy’s Nilesh Gopali that has been published in the Brokers Forum of India magazine.  You can access parts 1 and 2 in the series through the following links; July issue, page 26 for article part 1 of 4 …

Posted in: Guest Posting

What Is A High Performing Business Relationship? by Andy Akrouche

September 6, 2014


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Originally posted on Relational Contracting Intelligence Blog:
In my previous post Are You Ready To Become Relational, I talked about the need to move beyond the semantical definition of a business relationship to a state of relational readiness.  Specifically, positioning your organization to look outside of the narrowly defined and largely ineffective performance-based contracting model,…

Posted in: Uncategorized

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