ISM - Publications - eSide Supply Management

Vol. 5, No. 4
July/August 2012

NEW - Supplemental Article
How to Become a Preferred Customer

Although preferred status delivers many benefits for buying organizations, building — and sustaining — these relationships with suppliers requires a win-win mind-set.
Larry Giunipero and Christopher Silva
Your Next Negotiation: Who Has the Power?

Effective negotiation techniques differ depending on the buyer-supplier power differential. Here, we outline three different scenarios.
Piyas Bandyopadhyay
The Case for Hiring (and Training) Supply Management Generalists

Although category managers/sourcing specialists remain sought-after in most supply chains, generalists are a better fit for one major global engineering, construction and project management organization. This Q&A explores why.
RaeAnn Slaybaugh
3 Steps to Best-in-Class Contract Negotiations

This process ensures contracts are executed faster, with fewer supplier modifications, and better ultimate results.
Omid Ghamami & Michelle Stamnes

Conducting an Internal Audit — On Yourself

Aiming the magnifying glass inward isn't easy, but it is necessary if you want to advance your career. Here are five questions to ask yourself (and answer) honestly.
James E. Martin

Striving to Achieve a Conflict-Free Supply Line

At Intel, a commitment to ensuring their supply chains are free of gold, tantalum, tin and tungsten mined in conflict regions of the Democratic Republic of the Congo have driven early actions.
Jackie Sturm

Benchmarking World-Class Purchasing Organizations

Research on world-class supply management organizations reveals 20 common high-performer themes — and seven common hurdles to achieving superior supply chain status.
Richard L. Pinkerton, Ph.D., C.P.M.