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 […]

Retailers/Manufacturers: Try Some SC Collaboration

Have you been to a mall lately? Does anyone even bother to go to the mall anymore? How is it that in a strong economy, retailers – Toys R Us, Bon-Ton, Macy’s – are having such… Click To Tweet ? Dan Gilmore, editor of SupplyChainDigest, addressed this problem in a recent First Thoughts column and […]

Expert Insights on Procurement’s Role in 2018

According to a recent Zycus report, “Procurement Experts Outlook 2018”, businesses are “more than ever exposed to a myriad of complex issues revolving around cost savings, operational efficiency and obtaining a competitive edge through available data and human resources.”

Collaboration a Top Transportation Management Trend

I’ve been studying, writing about and teaching collaboration for so long I don’t think of it as a trend anymore – it’s a real, happening thing! But in certain business segments, such as transportation management, some are coming to the collaboration table a little more slowly. That is why I was pleased to see Cerasis’s […]

Outsourcing Practices to Avoid

Traditional negotiation tactics all too often include hiding authentic intentions and using scare tactics to help tilt the playing field to their advantage. While aggressive tactics may get a short-term win, they often backfire, especially when used in longer term strategic supplier relationships and outsourcing contracts. These five scary practices should be avoided: Penny Wise […]