--- To enhance the value and performance of procurement and SCM practitioners and their organizations worldwide ---

Article Index - Results

1997 Purchasing Today Article Index
Term selected: Purchasing Strategies

A valuable reference tool, the Article Index is a comprehensive list of articles that have appeared in Inside Supply Management® (formerly Purchasing Today® and NAPM Insights®) magazine. Articles are organized by subject for easy locating and study.

  • Are Second-Tier Purchasing Agreements Hurting Minority-Owned Businesses?
    Greg Doyle, August, Vol. 8, No. 8, p. 52.

    This article is not available online.

  • Are Your Alliances Strategic? Members Only Content
    Christian Bechtel, Ph.D. and David J. Hoover, C.P.M., May, Vol. 8, No. 5, p. 4. (Exam Alert: )

    Take this quiz to gauge your understanding of strategic alliances.

  • Back to the Table Members Only Content
    Patrick Egan, October, Vol. 8, No. 10, p. 50. (Exam Alert: )

    When your outsourcing contract comes up for renewal, what terms should you renegotiate?

  • Benchmark Trends: What Can They Do for You? Members Only Content
    Amelia S. Carr, Ph.D. and Carolyn Pye, April, Vol. 8, No. 4, p. 33.

    Cross-industry benchmarks can help you determine areas for further research and investigation.

  • Big Returns in Small Places - Private-Sector Purchasing Members Only Content
    Mary Siegfried, December, Vol. 8, No. 12, p. 28.

    Purchasers in small-to mid-size organizations face the challenges of fewer resources, personnel, and processes head on.

  • Big Returns in Smaller Places - Public-Sector Purchasing Members Only Content
    John L. Balentine, C.P.M. and William E. Brewer, CPPO, C.P.M., December, Vol. 8, No. 12, p. 30.

    Innovation in public purchasing is easier to find today. And size poses no limitations, especially for smaller governmental bodies.

  • Card Queries Members Only Content
    Peter H. Byrne, C.P.M., Thomas M. DePaoli, Ph.D., C.P.M., A.P.P., Stephanie King and Keith Stephens, October, Vol. 8, No. 10, p. 8.

    What different types of cards are out there? How do you purchase internationally with a procurement card? Questions continue to arise regarding procurement-card use.

  • Cost Reduction Resources
    Roberta Duffy, September, Vol. 8, No. 9, p. 40.

    This article is not available online.

  • Cost/Price (Plus) Analysis = Opportunity Members Only Content
    Serge R. Lopoukhine, Kathy English, C.P.M. and Patricia A. Cox, September, Vol. 8, No. 9, p. 43.

    What's your priority when it comes to reducing costs? Three purchasers share how they tailor their cost-reduction approaches to the unique needs of their organizations.

  • Costly Habits
    Jimmy Anklesaria, September, Vol. 8, No. 9, p. 6.

    This article is not available online.

  • Doing the Research Members Only Content
    Merle W. Roberts, C.P.M., February, Vol. 8, No. 2, p. 11.

    Familiarizing yourself with your supplier's priorities and needs can help you succeed in any negotiation. Conventional wisdom tells you to list your needs in order of priority, then list your supplier's, and see how you can structure an agreement that will meet each party's needs in a balanced fashion. But how do you determine your supplier's needs and priorities?

  • Drive Out Costs Creatively Members Only Content
    Patti Greer, C.P.M. and Richard J. Grosso, C.P.M., September, Vol. 8, No. 9, p. 4. (Exam Alert: )

    Go beyond the traditional thought process when defining cost elements

  • Getting the Rug Pulled Out from Under You Members Only Content
    Gregory E. Benson, C.P.M., March, Vol. 8, No. 3, p. 10. (Exam Alert: )

    What do you do when you've negotiated "too good a deal" and your supplier's management squelches it?

  • High-Pressure Salespeople Members Only Content
    Merle W. Roberts, C.P.M., February, Vol. 8, No. 2, p. 10. (Exam Alert: )

    Here are some tips for succeeding in a high-pressure negotiation.

  • How Can I Categorize My Service Purchases? Members Only Content
    Carla S. Lallatin, C.P.M., November, Vol. 8, No. 11, p. 8.

    With clear grouping of your service purchases, you can distinguish unique issues within each area of service.

  • How Can I Categorize My Service Purchases? Members Only Content
    Carla S. Lallatin, C.P.M., December, Vol. 8, No. 12, p. 10.

    When contracting for services, be specific in the statement of work.

  • In the Know Members Only Content
    Keli Huhra, C.P.M., May, Vol. 8, No. 5, p. 8. (Exam Alert: )

    How do you successfully negotiate when someone on your team has disclosed to the supplier that they are your organization's first choice?

  • It's in the Cards Members Only Content
    Myra Cohen, February, Vol. 8, No. 2, p. 50. (Exam Alert: )

    Purchasing can help bring cardholders and suppliers together during a new procurement-card program.

  • Negotiating with the Inexperienced Salesperson Members Only Content
    Larry R. Smeltzer, Ph.D., April, Vol. 8, No. 4, p. 8. (Exam Alert: )

    Seeking a third-party expert can be an important ingredient to reaching a win- win agreement with an unseasoned salesperson.

  • Outsourcing Decision: What to Consider Members Only Content
    Patrick Egan, February, Vol. 8, No. 2, p. 55. (Exam Alert: )

    What factors need to be taken into account during the evaluation procedure?

  • Performance Measures: Different, Different, Different Members Only Content
    Mark Nageotte, April, Vol. 8, No. 4, p. 22. (Exam Alert: )

    Measures that are important to one individual or organization may not be important to another.

  • Pick a Card, Any Card Members Only Content
    Rick S. Hollar, June, Vol. 8, No. 6, p. 8. (Exam Alert: )

    Procurement cards, smart cards, and stored value cards can work to support electronic commerce.

  • Procurement Cards: What Do Your Users Think? Members Only Content
    Ross L. Fink, Ph.D., John W. Gillett, Ph.D. and L. Ted Johnson, January, Vol. 8, No. 1, p. 11.

    One approach to improving the effectiveness and performance of procurement card programs is to conduct a card-user audit.

  • Purchasing for Profit: Is It for You? Members Only Content
    Carolyn Pye, October, Vol. 8, No. 10, p. 42.

    How does it work when a corporate purchasing department "sells" its services to internal and/or external customers?

  • Purchasing in Smaller Organizations Members Only Content
    Kevin L. McDaniel and Susan R. Reagor, December, Vol. 8, No. 12, p. 6.

    What are the most important issues within the smaller purchasing environment? Need to show purchasing's critical involvement in company projects? Create an events calendar.

  • Purchasing's Best Kept Secret Members Only Content
    Michael J. Major, May, Vol. 8, No. 5, p. 23.

    Advantages that come to consortiums include better delivery time, improved packaging, effective contract terms, and improved warranties.

  • Putting Performance on the Line Members Only Content
    Carolyn Pye, May, Vol. 8, No. 5, p. 47. (Exam Alert: )

    How are companies using supplier incentives?

  • Selling the Procurement-Card Concept Members Only Content
    Thomas M. DePaoli, Ph.D., C.P.M., SPHR, April, Vol. 8, No. 4, p. 12.

    Brush up on your marketing skills to help sell the procurement card to your organization.

  • Service the Sell Members Only Content
    Erik Van Allen, August, Vol. 8, No. 8, p. 6.

    Work out service-oriented factors in the contract with your suppliers to help add value to your repetitive purchases.

  • Show Me the Money...Saved! Members Only Content
    Stephanie A. King, August, Vol. 8, No. 8, p. 8. (Exam Alert: )

    It's a common misperception that purchasing cards generate only soft-dollar savings.

  • Single-Source Situations That Work Members Only Content
    Terry Cooper, Brian Isikoff and Ted Mercado-Perez, May, Vol. 8, No. 5, p. 37.

    Purchasers share their success stories from single-source relationships

  • Small? Says Who? Members Only Content
    Roberta J. Duffy, December, Vol. 8, No. 12, p. 20.

    According to the government and private sectors, there's more than one way to define a small business.

  • Stop the Negotiations! Members Only Content
    Jill Miller, September, Vol. 8, No. 9, p. 22. (Exam Alert: )

    Yes, effective negotiators can reduce costs by 1 to 5 percent. But organizations focused on strategic cost reduction programs want more than strong negotiators; they want cost reduction experts!

  • Succeeding in a Seller's Market Members Only Content
    Nancy A. Rurkowski, January, Vol. 8, No. 1, p. 8. (Exam Alert: )

    Some strategies can help you come out ahead when negotiating in a seller's market.

  • Supplier Management Resources
    Roberta Duffy, May, Vol. 8, No. 5, p. 57.

    This article is not available online.

  • Supplier References: Are You Asking the Right Questions? Members Only Content
    Michael L. Szathmary, C.P.M., March, Vol. 8, No. 3, p. 44. (Exam Alert: )

    Want to know more about a potential supplier? Ask the supplier's customers.

  • Suppliers Speak Out: Let's Cut Costs! Members Only Content
    Carolyn Pye, September, Vol. 8, No. 9, p. 32. (Exam Alert: )

    Suppliers share their views about what works and what doesn't when purchasers approach them with cost-saving ideas.

  • The Chemistry of the Chemical Industry Members Only Content
    Mark Hoek, January, Vol. 8, No. 1, p. 42.

    Industry analysts say in the 1990s, globalization and environmental issues are the two main trends shaping the chemical industry.

  • The Synergy of Strategic Sourcing Members Only Content
    Jon Ricker C.P.M, CPIM, May, Vol. 8, No. 5, p. 42. (Exam Alert: )

    As organizations move further into strategic sourcing, they select suppliers that know their expectations and fulfill them on a regular basis.

  • The Two Will Become One
    Julie Murphree, May, Vol. 8, No. 5, p. 26.

    This article is not available online.

  • They Came. They Saw. They Added Value! Members Only Content
    Gary J. Boilard, C.P.M., Mike J. McNamara, Linda L. Lancaster, Jennifer A. Rusk, CSM and M.G. Haynes, C.P.M., August, Vol. 8, No. 8, p. 32. (Exam Alert: )

    Three organizations show how they supercharged their purchasing processes on the everyday purchase.

  • Tips for the Small-Company Purchaser Members Only Content
    George H. Gasahl III, C.P.M., May, Vol. 8, No. 5, p. 6. (Exam Alert: )

    Small- and large-company certification differences may only be visible in the time spent, resources used, and areas rated

  • Today's Methods for Handling Small Orders? Members Only Content
    Mark A. Brown, C.P.M., August, Vol. 8, No. 8, p. 10. (Exam Alert: )

    How can you keep small orders from taking over your life? Use technology, outsourcing, and other methods to keep them in their place.

  • Two Sides to Trust
    Blaine Vortman and Linda R. Claxton, C.P.M., May, Vol. 8, No. 5, p. 28.

    This article is not available online.

  • Unplanned Price Hikes: Protect Yourself Members Only Content
    Linda R. Claxton, C.P.M. and Larry F. Falcon, C.P.M., September, Vol. 8, No. 9, p. 10.

    Working with suppliers up front to help them reduce their costs is the most effective way to avoid price increases.

  • Want to Manage the Contract? Then Measure! Members Only Content
    Lisa Liles Peters, August, Vol. 8, No. 8, p. 23.

    Contract measures help you meet your target goals more effectively. Review your current contracts to see how well you measure.

  • When There's Only One Members Only Content
    Carol Hartman, June, Vol. 8, No. 6, p. 6. (Exam Alert: )

    Some strategies can help you negotiate successfully in a sole-source situation.

  • Your Year-End Check-Up Members Only Content
    Laura M. Birou, Ph.D., December, Vol. 8, No. 12, p. 8. (Exam Alert: )

    Did you add value this year? Performing a year-end audit can help you set goals for the coming year.