Contract Lifecycle Management: Views from Procurement, Sales, Finance, and Legal


Contracts can be both complex and dynamic, utilized by companies to mitigate risks, define the terms of business interactions, outline expected revenues and shorten sales cycles, control procurement costs and manage supplier interactions, establish service levels, and protect proprietary information, among other benefits. As a global economic slowdown looms, it is more important than ever to bolster top-line revenues and protect bottom-line results. Aberdeen research shows that Best-in-Class enterprises are leveraging key technologies in combination with developing critical organizational capabilities […]

Advanced Sourcing: Maximizing Savings Identification


Strategic sourcing today requires a unique set of processes and technology enablers that can develop a more holistic approach to savings identification beyond traditional approaches that often remain largely manually intensive. Through higher use of advanced sourcing techniques, organizations can improve their ability to obtain in-depth and measurable supplier responses that translate directly into increased sourcing increased savings. This report analyzes the intentions, performance and strategies of over 140 companies that responded to the strategic sourcing survey and looks to […]

Transport Under Pressure


Transport  companies are under intense  pressure, suffering from high fuel prices and rising costs. On 27 April 2012,  transport and logistics group 1st Fleet was placed in administration. Long-established Beechey Carriers closed its doors 22 June 2012. Some major changes are clearly taking place, and fundamental  shifts in management thinking  are required. The pressure comes from a perfect storm of legislation, changes in distribution customers, developments in ICT, and a slowing in the  non-mining economy. Legislation affecting the  industry   includes  driver  fatigue  management, chain of responsibility issues,and occupational […]

The End of Solution Sales


The hardest thing about B2B selling today is that customers don’t need you the way they used to. In recent decades sales reps have become adept at discovering customers’ needs and selling them “solutions”—generally, complex combinations of products and services. This worked because customers didn’t know how to solve their own problems, even though they often had a good understanding of what their problems were. But now, owing to increasingly sophisticated procurement teams and purchasing consultants armed with troves of […]

Think Your Business Insurance Cost Is Over The Top?


In the current business climate and following a spate of natural disasters in Australia and overseas, insurance premiums have gone up exponentially for most businesses. Some companies are finding premiums to be ridiculously high despite them having relatively low risk and good claims histories. Are businesses an easy touch for brokers and general insurers because they simply can’t afford not to cover their risks? What can be done to reduce premiums and brokerage fees when you’ve exhausted your efforts and […]

How You Can Make Procurement More Profitable


Turning your procurement into a profitable activity starts with a pretty simple strategy. Firstly, a key people generally need to change their thinking and recognise that purchasing and supply are an integral part of overall business strategy and can deliver some real value. Procurement is not just something else the company happens to do in order to function day-to-day. Find out more – follow this link.