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Putting the key back into KPIs

Picture the scene. You’re at the first contract review meeting for a major services contract. The supplier’s report runs to 47 pages. There are 26 separate... Read more

Why do we design complexity into contract management?

Why do we design complexity into contract management? We take a period contract and then split it into an initial contract period with a formal contract... Read more

Panels are broken. Change my mind!

Panels (or framework agreements, lists of prequalified suppliers, standing offer agreements, registers, take your pick) are a widely used solution for the... Read more

The case against case studies

It is common to invite case studies as part of an RFP response. They can help provide evidence of past experience and capability. But can we rely on case... Read more

Procurement governance frameworks are not fit for purpose; change my mind!

One of my favourite jokes goes like this: “There are three types of people in the world: those who can count and those who can’t”. Dividing things into a... Read more

‘Pitch and Switch’; the successor to the sales meeting?

It is a truth universally acknowledged that when two or more salespeople meet, the topic of conversation will quickly turn to the impossibility of meeting a... Read more

It's tough to make predictions, especially about the future

My Mother used to swirl the tea leaves around the bottom of her teacup. She tried to look for patterns that might help her predict the future. However... Read more

The Seventh Wave

“Life can only be understood backwards, but it must be lived forwards.” Paul Rogers looks back at the waves of disruption affecting procurement, waxes his... Read more

Yoda we must become

All knowledge workers should prepare for artificial intelligence changing what we do. It is certain that those activities that can be automated, will be... Read more

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