Ernesto Laing

ITT Regional Category Manager - Americas

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Day 2: May 5, 2020 Setting Your Procurement Function Up For Success

Tuesday, January 1st, 2019

11:10 AM Presentation: Determine The Degree Of Centralization Best For Your Needs

Especially when dealing with very technical supplies, business teams may argue that they have more direct knowledge of products and should be able to close deals themselves; in their view, procurement is too focused on dollar amounts and not on product specifications.   Suppliers may offer incentives directly to business teams – and if procurement hasn’t already established relationships, they may get completely skipped.  
•Organize vendor management that works best from your level of centralization
•Convey to business teams that their own negotiations may leave value on the table or add exposure to risk
•Influence sourcing strategy before the contracting stage in order to not give up on any leverage