Three collaboration tools for negotiating with people you don’t agree with, like or trust read more
Tips on modifying our sales approach to adapt to the culture of our audience, whether clients or colleagues. read more
A case study of how SAMs at National Instruments moved from a mindset based on helping customers achieve technical success to one based on helping them achieve business success. read more
Areas of practice that are most likely to accelerate the success of your SAM Program read more
Insights into moving into the realm of global contracts read more
As important as strategy and process is, without alignment, accountability and execution, the best SAM programs are more likely to fail or at best deliver mediocre results. read more
A case study of how Vallourec,a supplier of tubular solutions for the energy and other industrial markets, incorporated EI into its SAM program. read more
Instead of using new digital technologies to run existing SAM programs, firms need to adapt SAM programs to the changes in strategy and business models induced by digital technologies. read more
A description of BNY Mellon''s transformation of its SAM model and its business development approach to outperform the competition. read more
A true story of one SAM’s journey in gaining internal alignment through the art of Story Gathering, Story Building and Storytelling read more
A transcript of a conversation among veteran Procurement executives at SAMA’s 2017 Annual Conference read more
Reviewed is the book''s 10 chapters and a “bonus” interview concerning best practices in SAM. read more
Guidelines for writers, ideas for topics and the benefits to authors and their organizations read more
A case study of some of Wacker Chemie AG’s best-practice strategies to global team leadership. read more
The author addresses four fundamental changes in the marketplace that often lead to a significant misalignment of pricing or pricing expectations. read more
Highlights from the results of recent research, conducted by ZS and SAMA, on current trends and challenges with incentivizing SAMs across industries read more
To companies embracing experimentation (fail fast), the authors offer four strategies to choose among options for testing. read more
The authors contend that to combat anemic growth, many B2B companies have turned to mergers and acquisitions (M&A). They recommend that to drive organic growth, B2B businesses instead need to move... read more
Procurement’s long-term survival is dependent on it developing beyond its traditional “cost-savings enabler” role, which has implications for the sell side. read more
To increase the probability of M&A programs meeting expectations,the author advises a more granular analyses on the individual account level. read more