Procurement thinking, in depth.

21 August 2026

Beyond Price: Become Supplier’s Customer of Choice

The best suppliers evaluate customers as carefully as customers evaluate suppliers. Seven practical levers, beyond price, to earn supplier priority.

PDF available Read Summary 19 August 2026

How a Negotiated Saving Becomes a Realised One

Finance cannot reconcile procurement's savings number to the ledger. The five links between award and invoice, and what finance can verify at each.

PDF available Read Summary 20 August 2026

The Competitive Sourcing Maturity Model

Five levels from renewal by default to category-led competition, with the constraint that holds a team at each one.

PDF available Read Summary 8 June 2026

Procurement Debt: The Hidden Liability

Unmanaged suppliers, outdated contracts, fragmented spend and process shortcuts accumulate into a liability that never appears on a balance sheet.

PDF available Read Summary 29 May 2026

AI Is Changing Procurement - But Most Manufacturers Are Tracking the Wrong KPIs

Savings and cycle time no longer describe procurement performance in manufacturing. A replacement KPI set built for resilience, dependency and first-time-right execution.

PDF available Read Summary 27 April 2026

Blind Spots in Procurement: The Hidden Cost of ‘Approved Supplier Lists’

An approved supplier list that never gets challenged stops being a control and starts being a cost. What a living ASL actually looks like.

PDF available Read Summary 22 April 2026

Product and Service Life Cycle in Procurement: How to Read the Market and Negotiate Smarter

Where a product sits in its life cycle tells you more about pricing flexibility than any cost breakdown. How to read the stage and negotiate accordingly.

PDF available Read Summary 22 April 2026

BATNA in Procurement: The Building Block That Decides Who Has the Power at the Table

Every negotiation turns on the moment a supplier senses you have no alternative. A practical way to build, measure and use your BATNA.

PDF available Read Summary 15 April 2026

Negotiating with Routine Suppliers: Cut Costs and Complexity at the Same Time

Routine items are small in value but consume a disproportionate share of procurement effort. An 8-step approach to cut cost and complexity together.

PDF available Read Summary 14 April 2026

Negotiating with Bottleneck Suppliers: Secure Supply Without Giving Away Control

Bottleneck suppliers are low spend and high risk, which gives them leverage far beyond their invoice value. A 9-step plan to secure supply.

PDF available Read Summary 13 April 2026

Negotiating with Leverage Suppliers: Maximize Savings Without Overplaying Your Hand

Leverage items are the most underused source of procurement value. An 8-step approach to convert genuine supplier competition into realized savings.

PDF available Read Summary 11 April 2026

Negotiating with Strategic Suppliers: Protect Your Position Without Damaging the Relationship

Strategic suppliers hold real leverage and switching is difficult. A 7-step approach to protect your commercial position without damaging the relationship.

PDF available Read Summary 6 April 2026

How to Apply the Kraljic Matrix – 20 Real Procurement Categories in an EPC Company

20 real procurement categories from a mid-sized EPC company, classified with the reasoning behind each so you can apply the matrix to your own spend.

PDF available Read Summary 12 April 2024

Autonomous Procurement for Businesses

How AI, machine learning and RPA combine to automate routine procurement work and move teams toward data-driven decisions.

PDF available Read Summary 22 March 2024

Negotiation and Procurement with Virtual Assistants

AI-powered virtual negotiation assistants analyse history, simulate scenarios and automate routine tasks - for buyers and sellers alike.

PDF available Read Summary 8 March 2024

Transforming Procurement with Data-Driven Analytics

Procurement analytics turns lifecycle data into supplier selection, demand forecasting, risk monitoring and negotiation decisions.

PDF available Read Summary 5 February 2022

The Procurement Leader's Guide to Digital Reverse Auctions

Real-time competitive bidding cuts hidden cost, opens the supplier pool and leaves a complete audit trail. The eight benefits that matter most.

PDF available Read Summary 3 January 2022

The Procurement Leader's Guide to Maximizing Savings Through e-Auction

e-Auctions deliver savings, but only when the ecosystem around them supports it. Four steps to build that ecosystem.

PDF available Read Summary