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Table of Contents

Vol. 2, No. 1
January/February 2009


  • Persuasion: Mastering the Two Languages

    To broaden your understanding of how people take in information and make decisions during a negotiation, you must acknowledge that there are two equally important paths to persuasion: analytical and emotional. Mastering each requires you to speak a different language.
    Jim Mullen

  • Corrective Action vs. Containment Members Only Content

    Statistical process control (SPC) charts track critical process control metrics, and the data they identify can be incorporated into departmental goals. But if you hit a speed bump, you'll likely be able to trace it back to an out-of-control data point on your SPC chart. When this happens, a root cause analysis is in order. Here's how to proceed.
    Keith Wagoner

  • How Customer Education Can Help Maximize Competitive Acquisitions Members Only Content

    A brief overview of pricing arrangements and associated risk, plus examples of how supply management professionals and their requesters can use competitive best value contracting to maximize contractor performance, delivery and price.
    Amber L. Romero, C.P.M.

Career ROI

  • Getting Your Ideas Heard Members Only Content

    Ironically, with all of the modes of communication available to us today, we might be doing a poorer job of communicating than ever. Here are 8 steps you can take to improve your communication.
    Nancy McGuire

Sustainability & Social Responsibility

  • Social Responsibility: It's in Your Hands Members Only Content

    The Institute for Supply Management™ has released an updated version of its ISM Principles of Sustainability and Social Responsibility. It expands on the original Principles by adding sustainability to the mix, plus revised language to better reflect the responsibilities facing supply management going forward.
    Lisa Cooling

  • 7 Strategies to Protect Corporate Responsibility During an Economic Downturn Members Only Content

    With the most widespread economic crisis since the Great Depression upon us, prudent supply management executives are keeping expenditures in line with revenues as they manage their bottom lines. Corporate social responsibility (CSR) programs won't be spared the budget axe.
    Doug Cahn and Patrick Neyts

CPSM® Update

Research & Surveys

  • The Road to CPO — and Beyond

    Not long ago, A.T. Kearney partners John Blascovich and Mike Hales set out to document the CPO evolution — which skills and traits make some rising supply management professionals stand out over others as possible future CPOs.

    They relied on the career and management experiences of two well-respected procurement executives: David Nelson, whose résumé includes TRW, Honda of America, Deere & Company and Delphi, and Maureen Corcoran, CPO of State Street.
    RaeAnn Slaybaugh

  • Web 2.0 and Employee Engagement Members Only Content

    Analysts at Aberdeen Group say a shift is underway in many organizations: the development and retention of existing talent versus finding and recruiting new hires. A recent report explains how blogs, social networking sites, wikis, online communities and forums help engage and develop the employees you have.
    RaeAnn Slaybaugh

Around the World

  • Doing Business in China

    Thanks to quick turnarounds, a quality infrastructure and competitive speed-to-market, China endures as a vital sourcing destination. Before you go, make sure to brush up on the country's basic business etiquette, including:
    • Why punctuality is so highly valued
    • The importance of heeding hierarchy, during meetings and beyond
    • What (and what not) to wear to business meetings
    • How to exchange business cards the right way
    • The extreme value of "face" among Chinese businesspeople
    • Key Mandarin phrases
    • Dining do's and don'ts
    • Gift-giving guidelines
    • What to know before you negotiate

    RaeAnn Slaybaugh

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