We hear the term “Trusted Advisor” so much that I feel like it’s losing a bit of its meaning. So many of us have different ideas about what ‘it’ is and what it takes to become a trusted advisor. Our internal business stakeholders desperately need us to be trustworthy. So what does it take to build that trust? How can we advise internal stakeholders and improve decision quality around supply...
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Jeanette Nyden—a commercial contract coach—joins me on this episode of the Negotiations Ninja podcast to discuss how to negotiate performance-based contracts. We discussed what performance-based contracts are, why they're important, what to think about when putting together performance-based contracts, and some of the rewards systems that can be put in place. Don’t miss it! (more…)
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Harrison Smith—the Acting Chief Procurement Officer at the IRS—is on the Negotiations Ninja Podcast to talk about how procurement and negotiation work in the government. We got into a very interesting discussion on the difference between public and private procurement. It gave me a new appreciation for the work our brethren in public procurement do. The amount of pressure that these folks must be under to keep all stakeholders engaged...
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SUMMARY Michael Cadieux was the Americas Chief Procurement Officer of one of the largest communication firms in the world. But he left safe and stable employment to strike it out on his own. Why? I aim to find out. (more…)
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SUMMARY Stacey Taylor, SVP & Chief Procurement Officer of MGM Resorts International, and I talk about the unique procurement and negotiation challenges that exist in the hotel and casino business. With nearly 30 years of experience in procurement, she has a unique understanding on procurement. She's served in procurement leadership positions with ConAgra and Tyco and serves on the board of ISM and as an adviser to COUPA and WRMSDC....
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SUMMARY Herb Cohen, the best negotiator in the world, is on the Negotiations Ninja Podcast! Cohen is an expert negotiator and strategy consultant in commercial and crisis negotiations. He is also the author of two amazing books, including the New York Times bestseller You Can Negotiate Anything (the fifth bestselling audio book of all time). (more…)
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SUMMARY Phil Ideson, host of the Art of Procurement Podcast, has become a unique and powerful source of information for procurement professionals. He's also very quickly become one of my favorite people. Phil and I share a ton in common. We've both spent a career in procurement, we both run podcasts, we both have other businesses we are trying to build and we both speak funny. (more…)
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SUMMARY Getting Kevin Frechette or Tarek Alaruri (the founders of FairMarkIT) to brag is difficult. They're humble guys. So I'll do it for them. FairMarkIT has changed the game of tailspend and capturing value from tailspend. They're shaking up the procurement world and I could not think of anyone better to have on the show to talk about proofs of concepts than Kevin or Tarek. (more…)
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SUMMARY This episode is all about closing and negotiation, how to close and how not to close. And for that we need a closer, so that's why John Barrows is on the show! John provides sales training services to some of the world’s fastest growing companies, think Salesforce, Linkedin, DropBox, and many others. (more…)
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SUMMARY Sometimes we get so caught up in our external negotiations that we forget about what it's like to negotiate and create alignment internally within our organizations. David Hearn is known for creating alignment internally and explaining the need for good emotional intelligence, and the development of empathy to create that alignment. It's so, so important. but for whatever reason, we forget about it. So how do procurement leaders negotiate...
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