Tagged Content: L1

Best of Public Spend Forum: Jonathan Messinger’s Picks

file3691289757042 Closing out "Best Of" Week are the following posts from Public Spend Forum, our sister site focusing on public sector procurement. I asked Jonathan Messinger to pick a few posts from the past six months to showcase, and he did, but not without including a classic from last year. I am speaking of The Seven Most Overused Words in Procurement. Read on to see what the other picks are.

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Purchases: Of Teenagers and Teslas

- August 8, 2014 10:42 AM | Categories: Commentary, Innovation

800px-Roadster_2.5_windmills_trimmed My half brother, a smart teenager who is already taller than me and usually emerges victorious when competing on the foosball table, happens to be an aspiring engineer who can also hold his own as a researcher and writer. Like many aspiring engineers in his generation, he reveres Elon Musk as the modern Albert Einstein, Henry Ford, and Thomas Edison all wrapped up in one. As a kid myself (at heart), I can understand this respect and obsession. Musk is up to some truly amazing things. But the way in which kids like him look at a car like Tesla and say “game over” makes me feel older and wiser than I should.

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Lower-End Sourcing Tools: Accentuating the Positive

- August 5, 2014 9:04 AM | Categories: Procurement Commentary, Solution Providers, Sourcing

Construction worker In a new series of posts considering the commoditization of the basics – and why this can seem like a good or bad thing depending on perspective – I hope to share both sides of the argument concerning the bifurcation of the e-sourcing, commodity management, and related technology markets into truly simplistic and more highly advanced tools (and not much in between), with both groups of providers supporting efforts with varying success in helping procurement organizations source and manage risk more effectively. Today, I’ll start with accentuating the positive of lower-end tools.

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Spend Analysis Musings: Excel Add-In Solvers, Freemium Offerings, and App Marketplaces

- August 4, 2014 2:25 AM | Categories: Solution Providers, Spend Analysis

The Thinker I asked myself: Why isn’t Tableau, Qlik, et al providing some type of environment where third parties (consultants, MSPs/BPOs, content/intelligence providers, small ISV’s, etc.) could build cloud-based spend/supply analytics suites (for more on supply analytics, see here) on top of these high-flying “analytic PaaS” providers? So, I was extremely pleased, and amused, when I stumbled upon the demo site of Qlik, where they in fact had four separate product demonstrations for procurement-centric spend analysis; AP-focused spend analysis in an SAP environment; expense management; and materials management in an SAP environment.

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New Research: Can Facial Width Lead to Negotiation Success?

- August 1, 2014 6:43 AM | Categories: Commentary

Client The correlation between physical appearance and outcomes is a controversial but fascinating subject, so it should come as no surprise that the latest entry into this realm of research caught the attention of the Wall Street Journal. Reporter Melissa Korn wrote a column with the attention-grabbing headline “Men With Wide Faces Are Better Negotiators.” Does this mean you can rethink that diet or getting that small medical procedure a friend had in Mexico? David Wyld interprets the study's findings.

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Approaching Data Security: IT Procurement in the Time of World War Zero

- July 31, 2014 2:53 AM | Categories: Commentary, Industry News, Innovation, Technology

Lock Organizations need to realize a simple truth. Today, there is simply no distinction between an organization’s IT strategy and its overall strategy. And as we have seen, when an organization experiences a major IT embarrassment, there are larger, strategic ramifications that must be dealt with, often with very expensive and long-lasting consequences. Protecting customer data is a requisite for retaining the trust and loyalty of customers. And as the Target case has proven in recent traffic numbers for the retail giant, shoppers will be slow to come back to spend both on your website and in your stores after a major data breach.

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50 Shades of Pay: Spend Analysis’s Many Profitable Pleasures

50 Shades of Pay

You know spend analysis. So basic. So primal. Wham, bam, spend cube, thank you ma’am – you’re done, right?

Not so fast. Spend analysis is not a quickie event on your long-term procurement transformation. It is an evolving competency, one in which as you become more skilled with it, you can bring so many different forms of [business] satisfaction to many stakeholders. In fact, there are so many incremental levels of value that can be developed here that I challenged myself to write a 50-part series on what such a journey might entail. I will also be using a consistent graphical model to show different aspects of such increasingly detailed capabilities to help illustrate the techniques. It’s not the Kama Sutra or anything, but it will be helpful. But before I launch into the series, a bit of a preamble is first in order. Why is spend analysis such a deceptively alluring topic that I’ll be looking under the covers with you? There are many reasons.

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The White House and SupplierPay: From the Basics to the Behind the Scenes

- July 29, 2014 2:38 AM | Categories: Public Sector, Supplier Management, Supply Chain

800px-White_House_Washington Right around the time that the Spend Matters analyst tasked with covering the intersection of purchase-to-pay, order-to-cash, trade financing, and payments left the country for a few weeks, President Obama and his team had the nerve to fast-track what is perhaps the most important thing to happen to procurement in decades in terms of government guidance. Earlier this month, the White House unveiled SupplierPay, a corporate program designed to get cash flowing more effectively throughout the supply chain. It's not a technology or mandate. Rather, it is a non-binding private/public partnership to encourage industry to improve the speed with which actual dollars move from big companies to small.

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Information Spend Matters: Procurement Should Think Twice before Cutting Paid Subscriptions

- July 25, 2014 6:39 AM | Categories: Commentary, Friday Rant, Spend Management

physical newspapers While there are major strategic implications for media companies and society as we turn into a culture of “free” news and information, there is one group of people that still expects to pay for their information: business executives. As companies look to cut costs by shifting from paid subscriptions to free sources of similar news and information, it is likely that they will find stiff resistance from executives. While moving to free news sources might make short-term financial sense, a recent study has found that executives around the world use and trust paid media in a way that produces value for themselves and their companies.

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What Do You Mean, a Coed Sauna? On Sourcing Activity Synchronization and Customers

Screen Shot 2014-07-23 at 5.03.41 PM Art van Bodegraven, managing principal of Van Bodegraven Associates and founding principal of Discovery Executive Services, is back with another essay for Spend Matters. As we look for better ways to integrate and synchronize sourcing and procurement activities intelligently within the greater supply chain, it is easy to become confused about who and where the customers are. You know, the ones we are supposed to be delighting? This is a burning question in both the B2B and the B2C worlds. And the obvious answer is not always the complete answer. For example, when a company's customers are the ones actually paying the bills, and the sales and marketing mission is to get them to buy as much as can be rationalized, plus some extra “just in case,” we cannot afford to overlook sales and marketing as an internal customer, whose needs and demands we must at least recognize.

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The Love of Pulp — and How to Get the Wall Street Journal on the Cheap

- July 18, 2014 10:06 AM | Categories: Commentary, Travel

Man with newspaper on ordinary bench Living in the Atlanta area, I have a certain travel bias in favor of Delta – can’t be helped – so I rack up SkyMiles at a good clip. And here’s the trick – you use your miles to pay for the WSJ. Ok, so it’s not entirely free but comes pretty close. Delta has changed partners for this over the years. Right now it is a company called Newspaper Rewards, and the deal has only gotten better since I got my last subscription. I had to hand over 2,700 miles for about nine months (I think – I renewed back in July last year, but the copies keep coming…) of just the print edition. Now the deal is even better – pay 2,417 miles for 39 weeks of the print and electronic editions. And what's more -- having a newspaper subscription doubles as a weather forecast.

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Ariba the Avid Patent Collector: Analyzing Three That Should Keep Providers Up at Night

Patent Office Intellectual property rights and patents are great assets for many companies and procurement are at least partial stewards of them. They are often attractive assets of course (even from just a sales/marketing perspective), but they are sometimes open to legal disputes. In the case of procurement solutions, competing vendors have material legal exposure – in part because there are so many competitors in the sector that have filed for protections with the US Patent Office.

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