Most people don’t truly understand what the cost of inaction is costing their organization. Conversely, it’s quite easy to see what an action is costing them. So how do you bridge the gap? How do you get someone to embrace necessary change when the cost seems so high? Professor and noted author Jonah Berger shares his thoughts that are outlined in his most recent book: The Catalyst: How to Change Anyone’s Mind. Overcome endowment: Bring…
Procurement Best Practices in Digital Implementation
In a recent episode of the Negotiations Ninja podcast, I talked with Michael van Keulen (MVK)—the Chief Procurement Officer at Coupa Software. We talk about digital transformation in procurement and how many organizations are still resistant to change. MVK also talks about the importance of getting your stakeholders on board with any new implementation. Part of that process is making sure you choose the right software. You need to think about the founding principles of…
How a GPO Benefits Members AND Suppliers
A Group Purchasing Organization—often shortened to GPO—negotiates contracts with major brands in thousands of different categories. They have already leveraged and negotiated contracts that allow YOU to take advantage of savings and service. The short version—according to Anthony Clervi—is that they help small or mid-cap businesses buy like the big guys. Most (but not all) GPOs are free to join. You jump on contracts that make sense a-la-carte and work directly with the supplier. Anthony…
When Emotion in Negotiation Can Benefit You
The use of emotion in negotiation often receives a negative connotation. And for good reason—when emotion clouds your judgment, it can be impossible to negotiate. Sometimes you end up losing the deal entirely. However, when you can help your buyer focus on emotion over logic—it can be a gamechanger in the sales process. In a past episode of the Negotiations Ninja podcast, Tim Kintz talks about how car salesmen can be more effective at their…
Geoarbitrage in Procurement Recruiting
What is geoarbitrage? It’s a fancy term apparently coined by Tim Ferriss to refer to moving yourself or your business operations somewhere else to reduce expenses or the cost of living. Is procurement starting to do that with their recruit sourcing? It’s certainly a possibility and one we discuss in a recent episode of the Negotiations Ninja podcast. Martin Smith shares his thoughts on the globality of the procurement space and how he believes we…