| |
| |
| List of figures | |
| |
| |
| List of tables | |
| |
| |
| List of case studies | |
| |
| |
| Preface and acknowledgements | |
| |
| |
| Introduction | |
| |
| |
| |
| The philosophy and psychology of buying | |
| |
| |
| The philosophy of buying | |
| |
| |
| The psychology of buying | |
| |
| |
| Vendor conditioning of buyers | |
| |
| |
| Personality types and aptitudes | |
| |
| |
| Risk management | |
| |
| |
| |
| Important buying-related concepts | |
| |
| |
| Terminology - cost reduction, cost containment, cost avoidance | |
| |
| |
| The buying portfolio | |
| |
| |
| The Pareto Principle (the '80/20 rule') | |
| |
| |
| Single sourcing and multi-sourcing | |
| |
| |
| Buying power and intrinsic cost reduction | |
| |
| |
| Market segregation | |
| |
| |
| Quality | |
| |
| |
| Total cost of ownership ('TCO') | |
| |
| |
| |
| Effective tools and techniques | |
| |
| |
| Spend mapping | |
| |
| |
| Estimating and targeting cost savings opportunities | |
| |
| |
| The buying cycle | |
| |
| |
| Price benchmarking | |
| |
| |
| Specifications - goods | |
| |
| |
| Specifications - capital equipment | |
| |
| |
| Specifications - services | |
| |
| |
| |
| The changes that deliver cost reduction | |
| |
| |
| Engage the current vendor(s), and potential new vendors | |
| |
| |
| Change what is bought | |
| |
| |
| Change how it is bought | |
| |
| |
| Change when it is bought | |
| |
| |
| Change who buys it | |
| |
| |
| Change where you buy it from | |
| |
| |
| Rent rather than buy? | |
| |
| |
| Involve procurement at an earlier stage in the buying cycle | |
| |
| |
| |
| Market testing | |
| |
| |
| Why market testing is so important | |
| |
| |
| Different types of market testing | |
| |
| |
| Locating potential new vendors | |
| |
| |
| Buying internationally | |
| |
| |
| Market testing in difficult markets | |
| |
| |
| Case studies | |
| |
| |
| |
| Outsourcing and insourcing | |
| |
| |
| Background | |
| |
| |
| Deciding what to outsource | |
| |
| |
| Levels of outsourcing | |
| |
| |
| The top three legal issues | |
| |
| |
| Insourcing | |
| |
| |
| |
| Negotiation | |
| |
| |
| The distinction between buying and negotiating | |
| |
| |
| Aligning style and tactics with the nature of the buyer-vendor relationship | |
| |
| |
| Why most people are poor negotiators | |
| |
| |
| How to develop your negotiating abilities | |
| |
| |
| The five golden rules of effective negotiation | |
| |
| |
| Minimum and maximum settling points (MSPs), and the 'killer question' | |
| |
| |
| The buyer's power over the course of the buying cycle | |
| |
| |
| How to leverage your buying power | |
| |
| |
| Vendor pre-conditioning | |
| |
| |
| |
| Contracts and contract law | |
| |
| |
| Why formal contracts are important | |
| |
| |
| Contract fairness | |
| |
| |
| Contract duration | |
| |
| |
| Which contract terms to use | |
| |
| |
| Vendor terms to be challenged | |
| |
| |
| Developing your own contract terms | |
| |
| |
| Contract termination | |
| |
| |
| Contract terms and the buying cycle | |
| |
| |
| Contract register | |
| |
| |
| |
| E-procurement | |
| |
| |
| Background | |
| |
| |
| Terminology | |
| |
| |
| The development of e-procurement | |
| |
| |
| A brief introduction to auctions - Dutch, Chinese, reverse, electronic, English... | |
| |
| |
| E-auction 'do's and don'ts' | |
| |
| |
| eWorld | |
| |
| |
| An overview of e-procurement - The Aberdeen Group | |
| |
| |
| E-procurement enabler 1 - Procuri | |
| |
| |
| E-procurement enabler 2 - BravoSolution | |
| |
| |
| E-procurement enabler 3 - Vendigital | |
| |
| |
| |
| Organizational issues | |
| |
| |
| Politics | |
| |
| |
| Buying development stages | |
| |
| |
| Approaches to buying | |
| |
| |
| Building buying capacity and capability: employees, interim managers, consultants | |
| |
| |
| Maximizing the value derived from external experts | |
| |
| |
| Matching buyer personalities/aptitudes to tasks | |
| |
| |
| Buyer motivation and incentivization | |
| |
| |
| Individual roles, responsibilities and authorities | |
| |
| |
| Buyers' product knowledge | |
| |
| |
| Buyers' contract law knowledge | |
| |
| |
| Buyers' competence development | |
| |
| |
| Performance measurement and reporting | |
| |
| |
| Ethics | |
| |
| |
| |
| Service level agreement (SLA) | |
| |
| |
| |
| Request for proposal (RFP) | |
| |
| |
| |
| The Chartered Institute of Purchasing and Supply | |
| |
| |
| |
| Soft issues impacting on cost reduction drives | |
| |
| |
| |
| Buying at Sainsbury's supermarkets | |
| |
| |
| |
| Buying at SmithKline Beecham | |
| |
| |
| |
| Buyer remuneration in the UK | |
| |
| |
| References | |
| |
| |
| Index | |