Category Archives: Uncategorized

Are we harming Supply Chain Relationships by Jumping to Conclusions?

Many of us I’m sure have been involved in interviewing potential new employees and have been told that we should make sure we don’t jump to conclusions about their suitability in the first five minutes of the interview. I’m also … Continue reading

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Failure to Use Market Power is Waste: Welcome to the Dark Side

Having worked for an organisation where failure to use market power was considered as a form of waste, I have seen the dark side of business relationships and contracting.  This form of aggressive dealings with trading partners was described by … Continue reading

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Cost Savings Bias & Corporate Mental Accounting

Those of us that have been involved in corporate cost reduction programs will no doubt have been exposed to the bias and sometimes illogical nature of decisions made.  To understand the reasons behind these sometimes odd decisions we can look … Continue reading

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Collaborative Negotiation, You Can Both Do Better Than “Win/Win”!

All too often business people charged with negotiating on behalf of their organisation find it hard to believe that a win/win solution can be achieved without leaving some of “their” money on the table to meet this goal.  This zero … Continue reading

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Selecting Your “Business best friends forever”!

In selecting which supply chain partners we will form a close and collaborative relationship with, the tendency is to apply the Pareto principle using expenditure or turnover.  The top 20% of suppliers or customers it is opinioned will provide 80% … Continue reading

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Measuring Relationships: Which Model should I Use?

The old adage that to manage something you have to be able to measure it has been around since at least Lord Kelvin in the 1800’s.  Likewise in business we all recognise that if something is important, then it should … Continue reading

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Using “5 Why’s” & Proportional Investment to Fix Problems

One of the most useful and widely applicable tools to come out of the Toyota Production System is “Ask Why 5 Times”.  This tool is aimed at finding (and fixing) the root cause of problems; the assumption being that most … Continue reading

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Why is Collaborating with Customers so Hard?

We have all been to seminars, read articles or books recommending that to remove uncertainty and risk from your supply chain you should collaborate with your customers.  Likewise, the recipe for improving customer service levels is to improve forecasts by … Continue reading

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More Discredited Purchasing Strategies

In an earlier blog post “Why do Purchasers persist with discredited strategies for Supplier Improvement” we talked about the weight of evidence that shows many strategies applied by purchasing to get improvements do not work (even in the eyes of … Continue reading

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Are there only two Supply Chain Strategies?

A bold statement certainly, but if you rise up out of the daily wrestle with execution, it does seem there are only two broad strategies relevant to Supply Chain.  At this high level overview all Supply Chain strategies fall under … Continue reading

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