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Looking to boost supplier performance?

Looking to boost supplier performance?

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Get started with sustainable procurement

Get started with sustainable procurement

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What Category Management tells us about the future of procurement

What Category Management tells us about the future of procurement

It’s been called a lot of things: strategic procurement, Category Management, strategic commissioning and customer centric procurement. What it really should be called is “good procurement practice”.

Are you a savings champion?

Are you a savings champion?

In 2015, Grosvenor collaborated with PASA to survey hundreds of top procurement professionals in Australasia.  Why? Because we wanted to identify the most effective savings tactics in use, and understand who was using them to the best effect. What we discovered might surprise you.

How to get started with sustainable procurement?

How to get started with sustainable procurement?

With spend in supply chains representing an average of 60% of an organisation's budget, procurement strategy and processes have a profound ability to affect the social, environmental and economic sustainability of business at large. The power of procurement to contribute, both positively and negatively, to sustainable objectives has never been so widely recognised.

Insights
Modern Slavery Act – What have others implemented and what should I be doing now?

Modern Slavery Act – What have others implemented and what should I be doing now?

Grosvenor benchmarked 31 organisations across Australia and internationally to understand what controls were in place to address the risk of modern slavery within their supply chains. Through our research in June 2018, we discovered what was considered best practice and what organisations across the country can be doing now to address modern slavery risks within their supply chains.

Pay Less, Buy Cheaper, Buy Less and Buy Smarter: The 4 Spend Levers

Pay Less, Buy Cheaper, Buy Less and Buy Smarter: The 4 Spend Levers

More and more, this ‘Pay Less’ strategy is delivering diminishing returns: our survey showed that organisations that only use Pay Less tactics could be missing out on anything up to a 122% increase in savings.

What carrots work for NGO suppliers?

What carrots work for NGO suppliers?

Governments across Australia contract more and more essential services from not-for-profit and non-government organisations (NGOs). Prime examples are the rollout of the National Disability Insurance Scheme (NDIS) and the NSW Smart, Skilled and Hired program. But how should government agencies go about incentivising these service providers to achieve or better exceed performance expectations?

What suppliers think about your leadership

What suppliers think about your leadership

We know that your leadership style impacts supplier performance by 27%. Yet most organisations fly blind and don’t seek the feedback of suppliers on how to improve the way they lead. Leadership is typically a field of study in the HR world. With the decline of industrial production in Australia, services become more important. And so does the sourcing of services from a competitive field of providers. Services are typically labour intensive and the level of performance you receive is directly linked to the provider’s people.

Don’t ask a lawyer to scope a contract

Don’t ask a lawyer to scope a contract

Don’t ask a lawyer to scope a contract. By that I mean don’t ask them to define the scope of services, the pricing model or the performance management structure for a contract.

Why contract performance always disappoints the buyer

Why contract performance always disappoints the buyer

A recurring theme for many procurement staff is the erosion over time of the actual performance of their service contracts. Why is it that, despite the increasing use of robust tools and templates and the increasing proficiency of procurement staff, purchasers continue to feel dissatisfied with their contracts?

Be SMART: How to define KPIs that drive better results

Be SMART: How to define KPIs that drive better results

Well thought out key performance indicators (KPIs) are a fundamental ingredient of performance management frameworks. But for many, developing a good KPI – one that actually drives behaviour to achieve results – is harder than it looks.

4 ‘carrots’ to incentivise Service Provider performance

4 ‘carrots’ to incentivise Service Provider performance

“Our Service Provider is useless,” is a quote we often hear when we get called in to fix a dysfunctional contract. To be honest, our clients often use more colourful language than that when they describe The Disapointment Gap!

Indemnities versus Insurances: Do you understand the difference?

Indemnities versus Insurances: Do you understand the difference?

Indemnities and insurance both guard against financial losses and aim to restore a party to the financial status they held before the event occurred. However, it's important that Contract Managers understand the significant difference between the two to help protect their business.

Sustainability through procurement – Spotlight on Fair Operating Practice

Sustainability through procurement – Spotlight on Fair Operating Practice

Responsible procurement contributes to a sustainable world. It can also help your organisation build a stronger reputation, grow brand recognition, increase revenue and improve consumer confidence. Last year, the International Standard for Sustainable Procurement ISO 20400 was released as a guide to implementing social responsibility and sustainability through the procurement process.

Sustainability through procurement – Spotlight on Human Rights

Sustainability through procurement – Spotlight on Human Rights

Many people in modern society might think of slavery and child labour as stories from their history books that no longer exist. However, according to Andrew Forrest, Chairman of Fortescue Mining Group and the Walk Free Foundation, “We are all going to have slavery in our supply chains no matter how good we think our corporate social responsibility is”.

Sustainability through procurement – Spotlight on The Environment

Sustainability through procurement – Spotlight on The Environment

Environment is usually the very first thing that comes to mind when you hear the word ‘sustainability’. That’s because concerns for environmental protection and improvement have been promoted since the 1960s.

Sustainability through procurement – Spotlight on Community

Sustainability through procurement – Spotlight on Community

Responsible procurement contributes to a sustainable world. It can also help your organisation build a stronger reputation, grow brand recognition, increase revenue and improve consumer confidence.

Are your suppliers punishing you?

Are your suppliers punishing you?

Ever wished you were a fly on the wall when your suppliers meet to discuss your contract and the relationship they have with you? Trust me good or bad they have the conversations on many levels just as employees have conversations about their management. What do you think your suppliers are saying about you?

What’s the difference between suppliers and employees when it comes to motivating for high performance?

What’s the difference between suppliers and employees when it comes to motivating for high performance?

As it turns out - nothing! When you think about it, why would or should it be any different: in both situations we are talking about the motivation of human beings.

Why procurement and property should stop butting heads

Why procurement and property should stop butting heads

Tension and mutual frustration often characterise the relationship between Procurement and Property. But why? You both want to achieve greater value for your organisation, right? Over the last five years there has been significant change in the relationship between the property and procurement functions. In this article, Kent Stuart takes a light-hearted look at the issue and tries to reframe the property function for procurement professionals. 

“Please return our calls!!!” – Candid comments from your suppliers…

“Please return our calls!!!” – Candid comments from your suppliers…

It never ceases to amaze me how important the simple things like returning a phone call or responding to email are to successful buyer / seller relationships. Funny how we expect a supplier to respond and even fall over themselves when we need them. But do we always show the same respect back? Is it ok not to just because we are the ones handing over the cash?

5 habits of highly effective supplier managers

5 habits of highly effective supplier managers

Hand on heart, do you think you’re giving your suppliers a similar level of attention and leadership as to your own team? It’s difficult, we get it. Internal demands can often seem more pressing - not least because you’re so much more easily accessible for the people who work with you onsite. But what if we told you that better leadership in supplier management is directly related to better business outcomes?

How changing buyer behaviour can double procurement savings

How changing buyer behaviour can double procurement savings

With their focus on keeping supplier costs down, Australasian Chief Procurement Officers are used to having their attention trained on the external market: but did you know you can almost double your savings by turning your attention inside the organisation too?

Why a Contract Management Plan makes your work day easy like Sunday morning

Why a Contract Management Plan makes your work day easy like Sunday morning

The ink on the supplier contract is drying. They're ready to start contract delivery. How do you harness the goodwill, ensure easy and successful implementation and a functional working relationship for years to come? With a Contract Management Plan (CMP) of course!

Trouble in contract paradise? How to get your project back on course

Trouble in contract paradise? How to get your project back on course

Issue management can be difficult and confronting for everyone involved. As with any relationship, there will be times when things don't go to plan and problems crop up. As the contract manager, it falls to you to get things back on course. Here's how to prevent minor contract issues from becoming major challenges for you and your supplier. 

Public sector procurement: the next wave of savings

Public sector procurement: the next wave of savings

Any head of procurement who has worked in government will know that effective procurement is a top priority in the public sector. But are you doing all you can to maximise the savings available?This year, Grosvenor collaborated with PASA to survey hundreds of top procurement professionals in Australasia (including a large number of federal and state government organisations) to identify where the next wave of procurement savings will come from.

Four common mistakes of overlooking contract pricing

Four common mistakes of overlooking contract pricing

When contracting for services, a lot of attention is focused on the initial contract cost. Hours of spreadsheet time is spent analysing and comparing tendered fees. Unfortunately, very little thought goes into how the ongoing service is paid for and how the ‘pricing model’ (not the initial tendered fee) determines value for money and delivers quality outcomes.

3 steps to take your organisation to supplier leadership excellence

3 steps to take your organisation to supplier leadership excellence

Much has been written about the relationship between leadership and staff performance. There’s no doubt that better leaders also produce better business outcomes. Yet, this kind of thinking is usually limited to staff management. It does not extend to the positive impact leadership might have on the performance of suppliers. And that is despite the fact that businesses spend over 80% of their revenue on external suppliers depending on industry.

5 ways to ensure procurement stays relevant

5 ways to ensure procurement stays relevant

Are you struggling to extract further savings through the application of spending consolidation and market testing? Are most of your spend categories now mature and behave predictably? Read on for five ways to ensure your mature department remains relevant to your organisation.

PODCAST: The Procurement Corner with Steve Moore and Kris Wozniak

PODCAST: The Procurement Corner with Steve Moore and Kris Wozniak

For many organisations, a supplier relationship can seem more like a liability always demanding attention, than a valuable asset worthy of investment. So, what makes the difference between these two perceptions? Leadership.

How to craft KPIs that boost Service Provider Performance

How to craft KPIs that boost Service Provider Performance

I’m not sure if my service contractor is really doing what they say they're doing.”, “How do I prove the success of my service contract?”, “What options do I have to enhance my service provider’s performance?” Sound familiar?

The next wave of procurement savings

The next wave of procurement savings

A 2014 Australasian study has found that public sector organisations have at least twice as many procurement staff as private sector organisations. It is probably easy to surmise that this is a consequence of the high accountability, probity and compliance expectations of government. In effect, procurement processes in the public sector are more involved than in the private sector.

10 Questions To Assess Contract Management Capability

10 Questions To Assess Contract Management Capability

Procurement is finally getting the opportunity to become more involved in contract management. Here are 10 questions contract managers should ask themselves to baseline the current skill set and prioritise areas of improvement.

Want to spend less time worrying about poor supplier performance?

Want to spend less time worrying about poor supplier performance?

Supplier management is often something that gets thrown at you with little explanation of what is required, little to no training in how you monitor supplier performance or avoid the biggest traps. Spend less time worrying about poor performance and more time on making strategic decisions that truly deliver value for money for your organisation.

Are your procurement efforts on par with your peers?

Are your procurement efforts on par with your peers?

We developed an interactive tool for you to benchmark your procurement team’s efficiency and effectiveness with your peers. Want to know how your organisation compares? Give it a go! It’s free and only takes 5 minutes!

Winners are grinners: 3 ingredients for win-win supplier relationships

Winners are grinners: 3 ingredients for win-win supplier relationships

The culture of your contract will have been established early in the sourcing process. During the tender period, documentation and interactions with suppliers will have set the tone for the ongoing relationship during the contract management phase.

Does size matter? – the truth revealed

Does size matter? – the truth revealed

You could be forgiven for thinking that suppliers provide better performance to their larger clients. Or those that are more profitable. Or those that represent growth opportunities. After all, it would make sense that a supplier does everything they could, go the extra mile for their bigger clients. Well actually the data gathered in our 2017 Procurement Study tells us that the contract value or the size of the supplier has little impact on the level of performance the buyer receives.

Contract Law & Order: 3 terms every Contract Manager needs to know

Contract Law & Order: 3 terms every Contract Manager needs to know

A contract can be defined as: “A legally binding agreement between two or more parties". Contract law, which forms the legal basis for contract management, is an interesting and complex topic. But there are three terms of contract law that are particularly important for a Contract Manager to understand to ensure contract delivery and best practice supplier management. They are privity, estoppel and document precedence.

10 tips to improve supplier relationships

10 tips to improve supplier relationships

Organisations successful in managing supply chains understand the value of managing effective relationships with their suppliers. These organisations have a knack of building trust and confidence with their suppliers which leads to knowledge sharing and the identification of improvement opportunities.

What Category Management tells us about the future of procurement

What Category Management tells us about the future of procurement

It’s been called a lot of things: strategic procurement, Category Management, strategic commissioning and customer centric procurement. What it really should be called is “good procurement practice”.

How to communicate with confidence to manage your contract

How to communicate with confidence to manage your contract

Effective communication is an essential skill for Contract Managers. Communicating well is all about making sure the right people have the right information at the right time. But how do you communicate confidently and consistently with your stakeholders to ensure the successful management of your contract and project performance? Answer the following four questions for a helpful starting point to developing your communications plan.

What skills make a good Contract Manager great?

What skills make a good Contract Manager great?

As the linchpin to achieving your contract’s objectives, contract managers have a wide range of responsibilities. A good contract manager needs to be a Jack of all trades, who is a master of none all.

Procurement Champions – Benchmark Study 2014

Procurement Champions – Benchmark Study 2014

Chief Procurement Officers are asked to deliver more and more. They don’t always have the resources to match expectations. What do CPOs need to deliver results and become procurement champions?

3 steps to negotiate win-win outcomes for your contract

3 steps to negotiate win-win outcomes for your contract

Anyone who's ever come into contact with a toddler will know that for most of us negotiation skills are learnt early. Unlike a toddler, adult negotiators understand that there are two sides to any negotiation and both negotiators want to have their needs met. Here's how to negotiate the best outcomes for your contract, while keeping your supplier relationships intact. 

Best practice KPI development and reporting for stellar supplier outcomes

Best practice KPI development and reporting for stellar supplier outcomes

You may have heard the saying, 'what gets measured gets done'. Use of Key Performance Indicators (KPIs) is the main way supplier performance is measured and the main mechanism for driving supplier behaviour. Here’s some tips on how to develop and measure best practice KPIs to encourage ongoing performance and exceptional outcomes from your suppliers.

Contract Extension Checklist: To extend or not to extend?

Contract Extension Checklist: To extend or not to extend?

Long before your contract expires, you should be planning your approach to the contract close out phase. Of course it’s easier to just extend an existing contract. But is it best value for money? Does it effectively address your organisation’s risk exposure? A Contract Extension Checklist can help you make the best contract decision for your business.

3 Steps to Procurement Utopia

3 Steps to Procurement Utopia

Procurement and contracting is more complex than many people realise. It's not simply buying goods and services to the cost, quality and time you need them.

15 essential attributes successful contracts share

15 essential attributes successful contracts share

While every contract is unique, there are 15 attributes that all successful contracts share - regardless of their size, complexity or challenges.

Why Contract Managers should be taken more seriously

Why Contract Managers should be taken more seriously

Contract management is often something that gets thrown at you with little explanation of what is required, little to no training in how you monitor supplier performance or understanding on how to avoid the biggest traps. Often your procurement colleagues see their work as done and dusted once the contract is signed. But this is just the beginning!

Is your leadership style impacting supplier performance?

Is your leadership style impacting supplier performance?

Chances are that you suspect your contract isn’t performing as well as it could. There must be something you can do to get more out of your suppliers, right? Did you know that improving your leadership skills could improve supplier relationships and contract performance?

Category management: Why bother?

Category management: Why bother?

Does category management deliver benefits beyond just doing good procurement practice? Does it involve new techniques or practices? Or worse, is it just a fad word to make procurement practitioners or management consultants sound cutting edge?

How is service sourcing different from product sourcing?

How is service sourcing different from product sourcing?

Services have become a significant part of Australia’s economy. However, businesses are not always sure how to align their purchasing function with this trend. This whitepaper explores differences between physical goods and services and how these influence the procurement function.

2017 Procurement Study

Carrot or Stick?

Keys to boosting supplier performance revealed

Our 2017 research study highlights clearly a number of practical insights that will help your organisation drive much stronger performance from your suppliers.

The report hightlights:

  • What performance buyers typically get from their suppliers
  • What suppliers recommend buyers should do to improve the suppliers performance
  • What interventions actually work to lead suppliers to better performance
  • Differences between managing contracts in the pubic and private sector
  • Three things you can do today to improve supplier performance

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