Jonathan O'BrienJonathan O’Brien is chief executive officer of Positive Purchasing Ltd.From the AuthorSourcing SolutionsProcurement Must Rethink Supply Base RolePositive PurchasingIt’s not just individual suppliers that are changing as a result of the pandemic, but entire industries. And, procurement will be figuring out how to source from and manage suppliers in these new industries.Sourcing & ProcurementMastering Negotiation: Conquer the Enemy WithinPositive PurchasingMastering negotiation requires a mix of skills and knowledge together with an understanding of things that happen at a subconscious level.Sourcing & Procurement5 Winning Ways to Build Negotiation RapportPositive PurchasingBefore your next negotiation, take some time to rehearse the rapport building techniques, as the more you do this, the better you’ll become.Sourcing & ProcurementMaking Multi-Party Negotiations Work on Your TermsPositive PurchasingMulti-party negotiations are, without question, more complex and challenging than a two-party process, as they involve trying to reach agreement with three or more parties, each with its own interests and priorities.Training/OnboardingHow to Use Agile Thinking to Help Build Joint Collaborative RelationshipsPositive Purchasing10 steps to building collaborative relationships within the supply chain.Training/OnboardingWhat the Future Holds for Category ManagementPositive PurchasingNo matter what the future holds, there are some things that won’t change.RetentionHow to Make Sense of Supplier SegmentationPositive PurchasingWhile the segmentation process determines who is important, it’s the outputs from segmentation, and specifically the basis upon which a supplier has been deemed important, that determine the degree and nature of intervention required.Training/OnboardingHow to Manage and Stay in Control of Supplier RelationshipsPositive PurchasingEven though it’s a professional business relationship, a degree of social interaction is essential to help define the relationship between the individuals involved.HiringSupplier Review Meetings: A 5-Step Process to Running a Review MeetingPositive PurchasingWhy are supplier reviews so important? In brief, it’s because they allow you to manage the most important of strategic relationships, those with your key suppliers, more effectively.Page 1 of 1
