Table of Contents
Vol. 5, No. 4
NEW - Supplemental Article
How to Become a Preferred Customer
Although preferred status delivers many benefits for buying organizations, building — and sustaining — these relationships with suppliers requires a win-win mind-set.
Larry Giunipero and Christopher Silva
Your Next Negotiation: Who Has the Power?
Effective negotiation techniques differ depending on the buyer-supplier power differential. Here, we outline three different scenarios.
The Case for Hiring (and Training) Supply Management Generalists
Although category managers/sourcing specialists remain sought-after in most supply chains, generalists are a better fit for one major global engineering, construction and project management organization. This Q&A explores why.
3 Steps to Best-in-Class Contract Negotiations
This process ensures contracts are executed faster, with fewer supplier modifications, and better ultimate results.
Omid Ghamami & Michelle Stamnes
Conducting an Internal Audit — On Yourself
Aiming the magnifying glass inward isn't easy, but it is necessary if you want to advance your career. Here are five questions to ask yourself (and answer) honestly.
James E. Martin
Sustainability & Social Responsibility
Striving to Achieve a Conflict-Free Supply Line
At Intel, a commitment to ensuring their supply chains are free of gold, tantalum, tin and tungsten mined in conflict regions of the Democratic Republic of the Congo have driven early actions.
Research & Surveys
Benchmarking World-Class Purchasing Organizations
Research on world-class supply management organizations reveals 20 common high-performer themes — and seven common hurdles to achieving superior supply chain status.
Richard L. Pinkerton, Ph.D., C.P.M.
Around the World
Business Etiquette Tips: Italy
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