Browsing All Posts filed under »Commentary«

Article by veteran contracts expert Lewis-Fernandez demonstrates the kind of thinking that gives negotiation a bad name by Jon Hansen

March 27, 2015

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Point #3 Create a strong foundation by building relationships first: This is probably one of the most important things an individual can do in regards to negotiation and in business in general. Perhaps you have attended the standard “networking” event where you give dozens of cards out without having a real conversation with anyone. It’s time […]

The Impact Of An M&A On The Procurement Department

March 25, 2015

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This morning I read a post by Roz Usheroff regarding the just announced merger between Kraft and Heinz, and how an employee can both survive and thrive when an M&A occurs. Overall it was a great post, which provided practical insights and tips on what an employee should do when their company has either acquired […]

What’s in a name (or title)? by Jon Hansen

March 17, 2015

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Great post Charles.  Just to be clear, that quote actually came out of  a CPO Agenda Roundtable discussion in which senior execs from major global corporations assessed the role of the buyer/purchaser/procurement person. Similar to the difference between the term purchasing and procurement – which I believe is largely semantics, the big issue is how […]

Whether being praised or skewered I wouldn’t want to do anything else by Jon Hansen

March 13, 2015

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As many of you probably already know, I am co-authoring a book with Buyers Meeting Point’s Kelly Barner.  It will be out before the end of the year, and I promise you that it will be a great read. Besides complimentary writing styles, it is also our differences that make the collaborative partnership work really […]

What’s the worst that can happen to a procurement professional? by Jon Hansen

March 11, 2015

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“During a speech at a Florida resort to a very stressed out group of executives, one of the managers died of a heart attack in his chair without anyone noticing. When the person next to him noticed, he screamed at the top of his lungs which made the rest of those around him scream. Needless […]

The gamification of warehouse management and the 20 second rule by Jon Hansen

March 10, 2015

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Whenever I do an interview I always look to gain an understanding of the subject matter that, as quickly as possible, can be summed up in a simple statement.  Perhaps this is a by-product from the dot com boom days and the purported logic behind the proverbial elevator pitch.  Specifically, if you cannot clearly demonstrate or explain to me […]

SciQuest Update: What’s Old Is New Again . . . At Least In Higher Ed? by Jon Hansen

March 6, 2015

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In my February 24th post Getting the facts from SciQuest is Like Waiting for Guffman, I shared with you both my efforts and challenges in obtaining clarification from SciQuest regarding their press release in which they announced that “The company added 17 new customers during the quarter.” Generally speaking, I am not a big fan of […]

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