The Procurement Game Plan: Winning Strategies and Techniques for Supply Chain Management Professionals


By Charles Dominick and Soheila R. Lunney


This valuable guide provides an easy-to-follow game plan wiht strategies for procurement and supply management professionals to improve supplier relationships, secure measurable cost reductions, achieve operational effectiveness and efficiency, and positively impact margins and competitiveness for their organizations. The Procurement Game Plan offers the guidance needed to take the procurement  professionals career and department to the next level. This tool is ideal for self-learning, training, and classroom instruction.


Key Features:

  • Provides valuable insights and knowledge into the principles, processes, and practices of strategic procurement and how to manage a productive and successful procurement organization
  • Uses real-world scenarios and examples to make the procurement and supply management principles and concepts more relevant and easy to understand
  • Presents guidelines, techniques, and tools for converting a transaction-based reactive function into a proactive and powerful strategic contributor, and includes practical advice on selecting the most effective organizational design
  • Simplifies complex concepts and breaks them down into easy-to-follow steps so that professionals with different skill levels can apply them and secure tangible results for their organization
  • Demonstrates how to gain the buy-in of “C” level executives for approving resources and supporting various procurement initiatives and programs


Table of Contents

Chapter 1: Procurement’s Place in the Organization: What Position Does Supply Management Play?
Chapter 2: Setting a Supply Management Strategy: Developing the Procurement Playbook
Chapter 3: Procurement Talent Management: Ensuring That You Have the Right Players on Your Team
Chapter 4: Social Responsibility in Procurement: The New Rules for a More Responsible Game
Chapter 5: Strategic Sourcing for More Effective Procurement: Marching Toward the Goal Line
Chapter 6: Comparing & Qualifying Suppliers: Separating the Winners from the Losers
Chapter 7: Negotiating With Suppliers: Jockeying for Position
Chapter 8: Negotiation in Specialized Situations: Adapting Your Game Plan for Different Conditions
Chapter 9: Implementing Agreements and Managing Supplier Relationships: From the Whiteboard to the Field
Chapter 10: Measuring Procurement Performance: Analyzing the Scoreboard
Chapter 11: Technologies and Services for Improving Procurement Performance: The Sticks, Gloves, and Bats of Supply Management
Chapter 12: Specialized Areas of Procurement: “Special Teams” Players Are Important
Chapter 13: A Career in Procurement: Becoming an All-Star