Procurement Confidential acquaints readers with the roles of Sales, Procurement, and Supply Chain in the corporate environment, highlighting the cultural, procedural, metric, and technological changes needed for these interactions to become more productive and mutually beneficial. Readers gain a deeper understanding of how Sales and Procurement functions negotiate, contract with one another, and engage in the Supplier Relationship Management process, as well as the real forces at play (i.e., WIIFM – “What’s in it for me”) that shape these outcomes.

The book further explores how the interface between these entities is driven by corporate measures and budgets that translate into personal metrics of success, shaping both short- and long-term relationships with suppliers and the supply chain for goods and services. Ultimately, it examines the significant impact on the economy and the success (or failure) of companies that must collaborate and compete to survive and thrive in an ever-changing world.