Features

Summer 2005

A leading opportunityThe growing importance of strategic alliances gives CPOs a chance to shine. But to seize it they must be willing to take risks and show real leadership
Flirting with new partnersIt wrecks established industries and brings successful companies to their knees. Welcome to the world of 'discontinuous innovation'
An appetite for growthGetting involved early in the M&A cycle is a key way procurement can make its strategic bit felt. Here's how to improve your chances
Buy-in for global buyingThe major barrier to success in global sourcing is often not finding capable suppliers overseas - it's overcoming resistance to change at home
The practitioner as salesmanIBM's chief procurement officer soon hopes to spend as much of his time earning money for the company as he does on spending it
Changing courseCorporate purchasing initiatives are often blocked by local managers. A deep appreciation of politics and emotions can keep things flowing
Kid gloves or iron fist?Striking the right balance between dialogue and diktat in the way buying is conducted is a central challenge facing CPOs today
Seeing is believingAs an IT proposition, supplier relationship management suffers froma confusing, catch-all usage. So what exactly does it encompass and what benefits does it deliver?