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Table of Contents

Vol. 5, No. 4
July/August 2012


  • NEW - Supplemental Article
    How to Become a Preferred Customer Members Only Content

    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? Members Only Content

    Effective negotiation techniques differ depending on the buyer-supplier power differential. Here, we outline three different scenarios.
    Piyas Bandyopadhyay

  • 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.
    RaeAnn Slaybaugh

  • 3 Steps to Best-in-Class Contract Negotiations Members Only Content

    This process ensures contracts are executed faster, with fewer supplier modifications, and better ultimate results.
    Omid Ghamami & Michelle Stamnes

Career ROI

  • 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 Members Only Content

    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.
    Jackie Sturm

CPSM® Update

Research & Surveys

  • Benchmarking World-Class Purchasing Organizations Members Only Content

    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

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