Procurement Confidential - Hardcover

by Howard Richman (Author), Robert Handfield (Author)

"Procurement Confidential" acquaints readers with the roles of Sales, Procurement and Supply Chain in the corporate environment, and underscores the changes in culture, process, metrics and technology that must take place for these interactions to become more productive and successful for mutual benefit. Readers gain a deeper understanding of how Sales and Procurement functions go about the business of negotiating and contracting with one another and engage in the Supplier Relationship Management process, and the real forces at hand (i.e. WIIFM - "What's in it for me") that shape the outcomes of these interactions.

The book further explains how the interface between these entities is actually driven by corporate measures and budgets that translate into personal metrics of success, and how it shapes our short and long-term relationships with suppliers and the supply chain for goods and services. Ultimately, it has a major impact on our economy, and the success (or failure) of companies that must do business with one another and drive for competitive advantage to survive and thrive in an ever-changing world.