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Clients engage us to implement our Seven-Step Procurement Process resulting in significant measurable hard dollar savings and soft dollar benefits (see Case Studies). The critical success factors are consistency in process, objectivity in decision-making, and ethics in execution. We give your buyers simple to use tools to streamline the process and measure the results. With our Seven-Step Procurement Process you can be assured (i) that your company has minimized the total cost of ownership of goods and services, and (ii) that your suppliers embrace you as a strategic partner committed to the interests of both parties.

Your corporate culture needs to reflect an everyday commitment to procurement excellence. This work ethic applies whether you are buying raw materials, goods for resale, or indirect goods and services. CEOs need an auditable process to ensure that employees with the responsibility for making decisions to spend the company’s money do not see their budget as a target to be exhausted. Not only should procurement professionals spend less than budget on every transaction, they must deliver the desired quality and reliability to the user. Budgets should be modified for reductions every month so these savings flow directly to the bottom-line on a dollar-for-dollar basis.


Our Seven-Step Procurement Process addresses the following issues:

Step 1. Strategic Planning; Negotiation as a Corporate Capability; Stakeholder Buy-in:
• Is your procurement project aligned with your strategic objectives?
• Do your buyers engage in negotiation training on a regular basis as a corporate capability?

Step 2. Due Diligence; Specifications; Inclusive Field of Suppliers:
• Do your buyers have the tools to gain intelligence on the supplier and the product or service to identify qualified suppliers and their interests?
• Have you defined your specifications to be unambiguous and complete?

Step 3. Request for Proposal (RFP); Minimum Contract Guidelines:
• Does your request for proposal allow your buyers to make an objective/weighted comparison and provide for a transparent process with suppliers?

Step 4. Weighted Supplier Scorecard; Multiple Rounds of Negotiations; Contract Execution:
• Do your buyers have the tools to facilitate multiple rounds of collaborative negotiations with suppliers?
• Do you have the tools to convert an agreed upon deal to a contract quickly and without adversarial negotiations?

Step 5. Contract Summary Database; Issue POs on Contract; Control Consumption:
• Do you have a simple way to communicate the rights and obligations of the negotiated deal with stakeholders?
• Does your process ensure that users procure products and services through the negotiated contracts as well as control their consumption?

Step 6. Audit Compliance with Quality, Delivery, Service, Inventory Control, and Price:
• Do you adequately audit volume purchased and quality standards against contract commitments?

Step 7. Supplier Relationship Management; Post-Mortem Review; Next Negotiation:
• Do your buyers conduct periodic evaluations of process and build the supplier relationship – what have we learned?, what could we do better?, how do we respond better to feedback?
• Does your process have a built-in mechanism to tickle preparation and execution of the next bid on each product or service?

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