ISM Weekly — 26 November 2018

Implementing a Successful Supplier Sourcing Contract Article by Kate Vitasek published  by Inside Supply Management Weekly on 26 November 2018. Some sourcing business deals are simple to negotiate, especially when they are basic transactional deals, such as for office supplies. Other more strategic sourcing contracts might go through difficult and lengthy RFP processes… Here is […]

Forbes — November 2018

Paul Romer: The Path To Economic Growth And Innovation Article by Kate Vitasek published in Forbes on 19 November 2018 Business professionals can learn a valuable lesson about the path to economic growth and innovation from Paul Romer, this year’s Nobel Prize winner in Economic Sciences (shared with William Nordhaus). Romer views the economy as a “huge innovation […]

The Problem with Supplier Trust

The problem with trust when it comes to suppliers is that they probably supply many different companies, perhaps even your competitors – so how do you trust them? But have you stopped to think the reverse is also true: how can suppliers trust their buyers? This is a situation as old as the buyer-supplier relationship […]

Telia-Veolia Case Study

We’ve published the latest example of Vested in practice, a case study describing how Telia – a Swedish telecom company – applied the Request for Partner process to get to a Vested agreement with Veolia, one of its long-time suppliers. Simply put, Vested helped them go from a supplier-buyer relationship to a true strategic partnership. […]

Trust the Price Tag?

The concept of a price tag is only about 140 years old. Prior to that transactions were a negotiation between buyer and seller. Basically, everything was a yard sale, with haggling expected. Today of course, haggling about the price of an airline seat or an entree at your favorite restaurant is a lost cause. The price […]

Most Negotiated vs. Most Important Contract Terms

It’s here! IACCM has released this year’s report on the most negotiated contract terms, which provides insight into the contracting practices of more than 2,100 organizations. One of the major insights of the survey identifies a disconnect between what is deemed most important in contract terms and the terms that are most… Click To Tweet […]

Teams and Social Norms

I’ve talked about the need for establishing guiding principles—or social norms—for negotiating and operating strategic contract relationships but Social norms are applicable and important for company team dynamics Click To Tweet . It’s important that the norms embodied in the “what’s in it for we?” contract negotiation process be firmly embedded throughout the organization, or […]

Carillion Needed a Strong Dose of Vested

Carillion, the large British multinational facilities management and construction services company that went bankrupt early this year, is a textbook example of how not to collaborate, communicate and well, do business. Julie Jackson, managing director at OCS Group, summed up the situation nicely in a recent article for FMWorld. “If we can’t agree on a different way […]

Heed the Power of Love

Prince Harry and Meghan Markle’s Royal Wedding over the weekend was all the buzz in the UK and in the U.S.  But the person that is still getting attention is Bishop Michael Curry, whose “power of love” sermon was something the Royal family had probably never seen before. His message left some people raising their […]

SupplyChainBrain — 2018 Resource Guide — Vested articles

Go for ‘Best Fit’ – Not ‘Best Practice’ — Metrics Avoid Strategic Drift in Your 3PL Relationship with a Sound Governance Structure The articles by Kate Vitasek and Karl Manrodt were published in SCB’s  2018 Resource Guide.