Understanding and Using Leverage in Procurement Today

Author(s):

Maxim, Jon
Jon Maxim, President, Maxelerate, (847) 691-3299; jmaxim@maxelerate.com
Todesco, John
John Todesco, Contracts Manager, Zurich North America, (847) 605-6726; john.todesco@zurichna.com

92nd Annual International Conference Proceedings - 2007 - Las Vegas, NV

Abstract

This session is designed to give sourcing professionals and managers practical insight into the challenges of using leverage in today’s environment. It gives effective methods to develop and maintain leverage by exploring both the buyer and supplier side of the negotiation.