Investments into sourcing operations are paying off substantially for retailers, grocers and restaurants, according to an industry survey of procurement executives and practitioners, conducted by Intesource. Sixty-two percent of the procurement and sourcing professionals surveyed report their sourcing strategy has a direct and positive impact on company margins, profitability, working capital and cash flow.
Applying leverage in negotiations results in a zero-sum outcome where one side wins and the other side loses. This typically means that the winner ends up with somewhat more than 50 percent of their hoped-for result and the loser gets somewhat less than 50 percent since, just as in sports competitions where the potential results are win-lose, lose-win and tie, the use of leverage doesn't allow for combined outcomes above 100 percent. Zero-sum outcomes not only create a relational imbalance, they create hard feelings. People who lose in one negotiation often do their best to turn the tables the next time such that they win - and you lose.
Why is sole-supplier sourcing a potential problem for supply chains, and what should companies do to mitigate the risk? Jillian Alexander, managing director of Conduit Consulting LLC, provides some answers.