The Procurement Game Plan, 2nd Edition

Retail Price: $59.95

Direct Price: $49.95

Winning Strategies & Techniques for Supply Management Professionals
Charles Dominick, SPSM3 and Soheila R. Lunney, Ph.D.
Hardcover, 6×9, 384 pages
ISBN: 978-1-60427-182-9
e-ISBN: 978-1-60427-842-2
June 2022

This book is also available for rent
ISBN: 978-1-60427-182-9 Categories: , ,


The second edition of this best-selling guide provides an updated easy-to-follow game plan with strategies for procurement and supply management professionals to improve supplier relationships, secure measurable cost reductions, build a more resilient supply chain, integrate social responsibility into procurement activities, achieve operational effectiveness and efficiency, and positively impact margins and competitiveness for their organizations. The Procurement Game Plan offers the guidance needed to take the procurement professional’s career and department to the next level. This tool has complete instructor material available and is ideal for self-learning, training, and classroom instruction. It is also an entertaining read due to the analogies and contrasts to various sports.

Key Features

  • Provides valuable insights and knowledge into the principles, processes, and practices of strategic procurement and how to manage a productive and successful procurement organization
  • Uses real-world scenarios and examples to make the procurement and supply management principles and concepts more relevant and easy to understand
  • Presents guidelines, techniques, and tools for converting a transaction-based reactive function into a proactive and powerful strategic contributor, and includes practical advice on selecting the most effective organizational design
  • Simplifies complex concepts and breaks them down into easy-to-follow steps so that professionals with different skill levels can apply them and secure tangible results for their organization
  • Demonstrates how to gain the buy-in of “C” level executives for approving resources and supporting various procurement initiatives and programs
  • WAV features a spreadsheet for calculating The Dominick Formula and using it in proposal evaluations, a 13-point procurement ethics checklist, a 20-point proposal evaluation checklist, a 21-point negotiation checklist, and a case study on “Business Process Re-engineering and e-Procurement Implementation at ASSET, Inc.”— available from the Web Added Value Download Resource Center at

New in This Edition

  • Presents a thorough explanation of sustainable procurement and how it fits into the worldwide movement towards carbon neutrality
  • Offers a deep look into how cultural evolution has elevated the strategic importance of supplier diversity and inclusion
  • Contains a wealth of material on supply chain resilience, including lessons learned from the COVID-19 supply chain crisis
  • Features an expanded analysis of the latest procurement technology solutions and trends, including spend analysis, procure-to-pay, eSourcing, supply chain visibility, and more
  • Presents an entire new chapter based on interviews with top procurement thought leaders covering topics from creativity in procurement to logistics to new procurement media and more
  • Covers new strategies for managing and preventing back-door selling

About the author(s)

Charles Dominick, SPSM3, is a serial entrepreneur who spent decades of his career as a successful procurement practitioner and thought leader. Charles founded Next Level Purchasing, Inc., where he created educational content that benefitted procurement professionals from over 100 countries around the world. During his time at the helm of Next Level Purchasing, he guided the organization to several awards and honors, was the mastermind behind the organization’s globally recognized Senior Professional in Supply Management (SPSM) Certification family, and led the company to an acquisition in 2016 at which time he successfully completed his personal exit strategy from the business. He has also spoken to rave reviews at procurement events internationally. Prior to founding Next Level Purchasing, Charles worked in procurement at the University of Pittsburgh, US Airways (now American Airlines), and Kurt J. Lesker Company. He is currently the CEO of Before and After Music Group. A lifelong learner, Charles holds degrees in General Studies, Business Management, and Music Technology.

Dr. Soheila R. Lunney is a lifetime educator, inventor, and accomplished procurement executive with a demonstrated history of achieving significant results as a practitioner as well as a consultant. Presently, she conducts highly rated negotiation seminars and serves on the Board of Directors of several non-profit organizations. Previously, she served on the Board of Directors of the Pittsburgh Chapter of the Institute for Supply Management (ISM). Soheila has also been President and Founder of Lunney Advisory Group, Vice President of Procurement at Education Management Corporation, and Deputy Director to the Chief Procurement Officer at Bayer Corporation. She is also a well-published author and frequent speaker at industry events.

Table of Contents

Chapter 1: Procurement’s Place in the Organization: What Position Does Supply Management Play?

Chapter 2: Setting a Supply Management Strategy: The Foundation for Procurement Victory

Chapter 3: Procurement Talent Management: Ensuring That You Have the Right Players on Your Team

Chapter 4: Social Responsibility in Procurement: The New Rules for a More Responsible Game

Chapter 5: Getting Cheap Shots Out of the Game: Preventing and Managing Back-door Selling

Chapter 6. Strategic Sourcing for More Effective Procurement: Marching Toward the Goal Line

Chapter 7: Comparing & Qualifying Suppliers: Separating the Winners from the Losers

Chapter 8: Negotiating with Suppliers: Jockeying for Position

Chapter 9: Negotiation in Specialized Situations: Adapting Your Game Plan for Different Conditions

Chapter 10: Implementing Agreements and Managing Supplier Relationships: From the Whiteboard to the Field

Chapter 11. Supply Chain Resiliency and Contingency Planning: Being Agile When the Game Doesn’t Go According to Plan

Chapter 12: Measuring Procurement Performance: Analyzing the Scoreboard

Chapter 13: Technologies and Services for Improving Procurement Performance: The Sticks, Gloves, and Bats of Supply Management

Chapter 14: Specialized Areas of Procurement: Special Teams Are Important

Chapter 15. Procurement Q&A: Post-Game Interviews with Superstars of the Game

Chapter 16: A Career in Procurement: Becoming a Perennial All-Star


Exhibit A: Requisition Questionnaire Example

Exhibit B: No Such Thing as a Free Ticket

Exhibit C: Example of a Back-door Selling Conversation

Exhibit D: Sample Procurement Ethics Policy

Exhibit E: Supplier RFP Scorecard

Exhibit F: Instructions for Using the Supplier RFP Scorecard

Exhibit G: Contract Review Checklist

Exhibit H: Sample Supplier Business Review Meeting Agenda



The Procurement Game Plan is an impressive collection of key topics that provides essential knowledge for
the contemporary supply chain management professional.”
David A. Hargraves, Senior Vice President Supply Chain, Premier Inc.

“Procurement/Supply management does not have a published body of knowledge like management accounting,
internal audit, or project management so The Procurement Game Plan can help provide a foundation for those
new to the profession and a solid reference for those of us with experience.”
Robert Semethy, Chief Procurement Officer, Erste Group Bank AG

“I recommend this book to any professional seeking to learn successful strategies for a high-performing
procurement organization. It’s a fun, practical guide (or game plan) that if executed will add value to your
organization’s bottom line!”
Matt Mehler, VP of Procurement, Madison Square Garden Entertainment

“The chapters are a recipe for success in a modern purchasing concern with many good lists of do’s and
don’ts, checklists, and strategies throughout the book.”
John Russo, Associate Director, Center for Excellence, SCM, Duquesne University

“This book will successfully serve the needs of the purchasing professional who wants to do some serious
thinking about what really does contribute value to his/her firm and why.”
Paulo Moretti, Principal, PM2Consult

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