Courage in negotiation tension

by Ron D’Andrea Share In ‘Star Wars: The Force Awakens’, goodie pilot Poe Dameron faces up to black-masked baddie, Kylo Ren, in what should be an extremely intimidating negotiation. On his knees, with a gun pointed at his head and explosions occurring all around...

Where’s the love gone?

by Ron D’Andrea Share Here’s a troubling fact from a recent Gallup Corporation survey: 71% of B2B customers are not engaged … …so companies are acquiring competitors for their clients rather than finding new clients or making the most of those they already have...

Procurement wasn’t built in a day

by Ron D’Andrea Share They say Rome was not built in a day … but from 21 April 753, when legend says Romulus and Remus founded Rome, through the building of the railways to supplying the troops in the world wars, procurement has historically been a...

How Unilever changed procurements playbook

by Ron D’Andrea Share “If you know the enemy and know yourself, your victory will not stand in doubt.”―Sun Tzu,The Art of War There is a new platoon in the buying world. The procurement department. A many-headed monster finely tuned to know everything about the...