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

Time will Tell – How to Make a Partnership Last

“The only thing worse than being blind is having sight but no vision.” Helen Keller This is Part 3 of a Three Part Series – Nurturing Supplier Relationships  Supplier relationships can be a lot like marriage. Few will argue that if lying, cheating and desertion are part of the deal you are heading to divorce… Continue reading Time will Tell – How to Make a Partnership Last

Services Procurement

How to Avoid Stale Supplier Relationships with Better Vision

How to Avoid Stale Supplier Relationships with Better Vision: Part 1 of a Three Part Series. “The only thing worse than being blind is having sight but no vision.” Helen Keller PART 1 - COMBATING COMPLACENCY The problem with many long term service relationships is that over time, they can get stale. Parties get comfortable, especially… Continue reading How to Avoid Stale Supplier Relationships with Better Vision

Sunday Inspiration

She’s Gone Again and I’m Left with Love

The house is still. Several moments ago, there was this swirl of activity. Packing the car, looking for any last item, making sure she has her coat. Several moments ago, we were still talking. Several moments ago, I was cooking breakfast. Several moments ago, she was here. And now she is off.  And all is… Continue reading She’s Gone Again and I’m Left with Love

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