The Procurement Game Plan: Winning Strategies and Techniques for Supply Management Professionals, 2nd Edition

  • 7h
  • Charles Dominick, Soheila R. Lunney
  • J. Ross Publishing
  • 2022

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

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.

In this Book

  • Procurement’s Place in the Organization—What Position Does Supply Management Play?
  • Setting a Supply Management Strategy—The Foundation for Procurement Victory
  • Procurement Talent Management—Ensuring That You Have the Right Players on Your Team
  • Social Responsibility in Procurement—The New Rules for a More Responsible Game
  • Getting Cheap Shots Out of the Game—Preventing and Managing Back-Door Selling
  • Strategic Sourcing for More Effective Procurement—Marching toward the Goal Line
  • Comparing and Qualifying Suppliers—Separating the Winners from the Losers
  • Negotiating with Suppliers—Jockeying for Position
  • Negotiating in Specialized Situations—Adapting Your Game Plan for Different Conditions
  • Implementing Agreements and Managing Supplier Relationships—From the Whiteboard to the Field
  • Supply Chain Resiliency and Contingency Planning—Being Agile When the Game Doesn’t Go According to Plan
  • Measuring Procurement Performance—Analyzing the Scoreboard
  • Technologies and Services for Improving Procurement Performance—The Sticks, Gloves, and Bats of Supply Management
  • Specialized Areas of Procurement—Special Teams are Important
  • Procurement Q&A—Post-Game Interviews with Superstars of the Game
  • A Career in the Procurement Workplace—Becoming a Perennial All-Star
  • Requisition Questionnaire
  • No Such Thing as a Free Ticket
  • Example of a Back-Door Selling Conversation
  • Sample Procurement Ethics Policy
  • Instructions for Using the Supplier RFP Scorecard
  • Contract Review Checklist
  • Sample Supplier Business Review Meeting Agenda


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