Services Procurement

How to Build Heart Equity and Become the Business MVP

I had lunch with colleague who retired from P&G about 18 months ago. I was interviewing him for my book and planned to focus on his leadership in the early days of P&G’s relationship with HP. Back in 2003, P&G outsourced IT, HR and Facility Services to HP, IBM and JLL. My friend took the… Continue reading How to Build Heart Equity and Become the Business MVP

Services Procurement

Get More Emotially Engaged for Better Business Results

It had been several months since I participated in a quarterly review with this supplier. In the last 9 months, we signed a long-term contract extension and were making good progress in delivering the expectations of the deal.  So, imagine how surprised I was to experience negative vibes in the conference room - and it… Continue reading Get More Emotially Engaged for Better Business Results

Services Procurement

Partner with Procurement to Secure Big Value

Several years ago, I moved from Direct to Indirect procurement. I was asked to develop a new organization to uncover value in the untouched (by Purchases hands) Professional and Sales Services spending. Having spent the majority of my career focusing on something the consumer could touch, see or experience, my first few months in the… Continue reading Partner with Procurement to Secure Big Value

Services Procurement

How to Play Well in the Sandbox of Business Partnerships

When you move to a new role, you are always in a position to bring a different perspective.  No matter if the work is in progress or your appointment is the start of something new, your contribution will be unique because you are! I recall one of my first weeks in a role I had… Continue reading How to Play Well in the Sandbox of Business Partnerships

Services Procurement

Forget Cost Savings – Give me Value

Several years ago, when I first began sourcing services, I was working with the Chief Legal Officer to develop his Preferred Law Firm program.  Bringing Purchases into Legal was a bold move - how could a procurement organization do anything but get in the way of Lawyers doing what they do?  But Jim was progressive… Continue reading Forget Cost Savings – Give me Value