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Addressing the Final Frontier of Corporate Spend:Part I — Overcoming Challenges in Sourcing Complex Professional Services
Danny Ertel, Mark Gordon, and Jonathan Hughes
For many Procurement organizations, complex talent-based professional services spend is the last unaddressed set of categories to attack. In Part I of this series, we discuss the key challenges to addressing this final frontier, and how Procurement teams can best overcome those challenges.
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Spotlight on the New Alliance Launch Process: The Value of Early (Pre-Deal) Launch Planning
Stuart Kliman and Renee Jansen
Companies that undertake a systematic approach to launching their new alliances give themselves an enormous advantage. This journal is the first in a four part series examining the critical components of the New Alliance Launch Process.
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"Extreme Negotiations" with Customers
Jeff Weiss, Ben Siddall, Kelsey Glatz, and Jonathan Hughes
Can your sales organization apply the same lessons U.S. Army officers have learned about the art of managing high-risk, high-stakes negotiations?
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From Individual Competence to Organizational Capability: Leveraging Insights from Organizational Learning to Improve Negotiated Results
Jonathan Hughes, Sara Parker Enlow, Jessica Siegel, and Jeff Weiss
In this chapter, the authors will provide guidance for today’s managers about how to best maximize negotiated outcomes across the thousands of negotiations they conduct and oversee.
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How to Win at the IT Outsourcing Negotiating Table
Jeff Weiss Interview by Stephanie Overby from CIO
Vantage founder, Jeff Weiss, is interviewed by CIO's author Stephanie Overby on how to win at the IT outsourcing negotiating table.
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