More on the 2013 Real World Sourcing expert briefings – and Guy Allen

We announced last week that there will be another BravoSolution Real World Sourcing series of expert briefings, supported by Spend Matters and delivered by me (Peter Smith) and Guy Allen.

Here’s a little more information about the six sessions.

27th February – You Get What You pay For!

Guy will be looking at how prices are set, market dynamics and how that can play into negotiation strategies. He’ll also cover purchase price analysis – a great tool for achieving better value from your suppliers.

17th April  - Contract Management – Generating Real Value from your Contracts

I’ll be getting to the bottom of why we bother with contract management at all, and the two fundamental drivers – risk and opportunity. Then we’ll look at the critical elements of successful contract management, and issues around people, skills and technology to support that success.

22nd May 2013 - Effective Supplier Relationship Management

Guy again – he’ll consider just what “SRM” really is and why / when organisation should consider it. He will focus heavily on managing your senior internal stakeholders to drive successful; SRM, and consider “how to make a hero of your account manager”! Which sounds interesting....

18th September – The Sourcing Revolution

One of my favourite topics – market informed sourcing, optimisation, whatever you want to call it. But it is a process that allows a totally different way of getting the best supply arrangements compared to traditional sourcing and category management processes (standard RFXs for instance). If you don’t know about this yet, can I politely suggest you should?

23rd October  - Preparing for a Merger or Takeover

Guy has been through a few of these in his career (Abbey National, Santander, Fujitsu etc.) Simply, how can senior procurement executives best prepare themselves and their teams to contribute in these situations, come out of it well, and seize the opportunity for their organisations, their functions and themselves?

27th November – Transforming Procurement – Myth or Reality?

My final session of the year will look at “transformation”,  an expression that has become somewhat clichéd but can mean something very important – a step change in procurement performance. How can you launch a transformation, and take the organisation with you on the road to success?!


The sessions are selling out fast, as all of last year’s did. Each one  runs from 11 am to 2.30pm in central London, including a networking lunch, and is excellent value at just £39 (early booking) / £49 for single session or £199 for all six. That income goes towards the BravoSolution Scholarship - £2500 for one delegate (our “top student”)  to spend on training and development activities of their choice.

More details here, but really, don’t delay if you are interested.

There’s also some news about my co-presenter too. Guy Allen is leaving his role as a Managing Partner at 4C to start his own company, Real World Sourcing Ltd. (See what he did there!?)  But he is keeping a close relationship with 4C – he  will chair a new 4C Procurement Advisory Board, and will manage and host their 2013 series of Breakfast debates, as well as providing them with other advice and support.

Guy says: “I have decided now is the time to start out on my own ... I believe that there is often a gap between theoretical best practice in Procurement and its actual implementation. As the company names suggests I will look to provide 'Real World' solutions to organisations whilst utilising my 30 years of experience in Procurement and Supply Chain at such companies as IBM, Ford, Abbey National, GSK and Fujitsu”.

Good luck Guy !

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