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The Procurement Game Plan


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Table of Contents

Chapter 1: Procurement's Place in the Organization: What Position Does Supply Management Play? Chapter 2: Setting a Supply Management Strategy: Developing the Procurement PlaybookChapter 3: Procurement Talent Management: Ensuring That You Have the Right Players on Your TeamChapter 4: Social Responsibility in Procurement: The New Rules for a More Responsible GameChapter 5: Strategic Sourcing for More Effective Procurement: Marching Toward the Goal Line Chapter 6: Comparing & Qualifying Suppliers: Separating the Winners from the Losers Chapter 7: Negotiating With Suppliers: Jockeying for Position Chapter 8: Negotiation in Specialized Situations: Adapting Your Game Plan for Different ConditionsChapter 9: Implementing Agreements and Managing Supplier Relationships: From the Whiteboard to the FieldChapter 10: Measuring Procurement Performance: Analyzing the ScoreboardChapter 11: Technologies and Services for Improving Procurement Performance: The Sticks, Gloves, and Bats of Supply ManagementChapter 12: Specialized Areas of Procurement: "Special Teams" Players Are ImportantChapter 13: A Career in Procurement: Becoming an All-StarIndex

About the Author

Charles Dominick, SPSM, SPSM2, is the President and Founder of Next Level Purchasing, Inc., a globally-recognized provider of high-quality education for procurement departments and supply management professionals and the exclusive source for the Senior Professional in Supply Management certifications. Under his leadership, Next Level Purchasing has earned several industry awards and honors. Mr. Dominick has trained procurement professionals from over 100 countries and post-training success stories of companies receiving his training have been featured in Supply & Demand Chain Executive and Purchasing Magazine, including two cover stories. Charles is a sought-after speaker and his articles have appeared in numerous magazines.Dr. Soheila R. Lunney, SPSM, is President of Lunney Advisory Group LLC, a firm that provides procurement and supply chain management coaching, mentoring, and training services. Dr. Lunney is also a Director of ASSET, Inc. - an education improvement nonprofit organization. She has served on the Board of Directors of the Pittsburgh Chapter of the Institute for Supply Management for the last seven years and as an advisory board member of numerous organizations. Soheila was previously Vice President of Procurement for Education Management Corporation and Deputy Director to the Chief Procurement Officer at Bayer Corporation. Ms. Lunney is also a published author and frequent speaker.


"Charles Dominick and Soheila Lunney have created a book that will become a purchasing classic, a tutorial that everyone will want to have close by!" -R. Gregg Brandyberry, Senior Advisor, A.T. Kearney Procurement and Analytic Solutions; "I am keeping this book containing easy-to-follow approaches for implementing procurement best practices and methodologies on my shelf as my go-to reference." -Susan Avery, Chief Editor,; "I highly recommend this book on achieving high performance to all executives and managers serious about unlocking profitability by utilizing the lever of procurement." -Dr. Ahmad Soltani-Ahmadi, Vice President and CPO, Bayer Corporation; "A candid and comprehensive look at how to succeed in procurement-a must read for procurement professionals and everyone from college graduates to CPOs." -Juan Molina, CPO, Westinghouse Electric Company; "Not your classic 'dry' textbook, but an easy read with something for everyone in procurement." -Mitch Plaat, Vice President of Procurement, Con-way Inc.

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