Description
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.
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
Index
Reviews
“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
