“Procurement Confidential” acquaints readers with the roles of Sales, Procurement and Supply Chain in the corporate environment, and underscores the changes in culture, process, metrics and technology that must take place for these interactions to become more productive and successful for mutual benefit. Readers gain a deeper understanding of how Sales and Procurement functions go about the business of negotiating and contracting with one another and engage in the Supplier Relationship Management process, and the real forces at hand (i.e. WIIFM - “What’s in it for me”) that shape the outcomes of these interactions. 

The book further explains how the interface between these entities is actually driven by corporate measures and budgets that translate into personal metrics of success, and how it shapes our short and long-term relationships with suppliers and the supply chain for goods and services. Ultimately, it has a major impact on our economy, and the success (or failure) of companies that must do business with one another and drive for competitive advantage to survive and thrive in an ever-changing world.  

DIMENSIONS: 7” X 10”

PAGE COUNT: 194

Author Bios

Howard Richman is a global procurement executive and now Managing Member
of his consultancy, Levelfield Enterprises, LLC (www.levelfi eldenterprises.com),
which specializes in leading transformations of global procurement organizations,
sourcing of indirect spend, risk management for hedging commodities, and an
advocate for supplier diversity. He has spent 40+ years in finance and procurement
roles for six major multinational corporations in the chemicals, defense, packaged
goods, pharmaceutical, and soft ware industries, as well as consulted for biopharma, manufacturing, healthcare, private equity, and hospitality fi rms on their strategic sourcing and procurement operations activities. Howard led his team at Citrix Systems, Inc. in winning the 2017 Procurement Leaders World Procurement Award for Cross-Functional Transformation. His degrees include an MBA in Finance from Columbia Business School, along with undergraduate and graduate degrees in Economic Geography from Clark University and Columbia University Graduate School of Arts & Sciences.

Robert Handfield is the Bank of America University Distinguished Professor of
Supply Chain Management at North Carolina State University, and Executive
Director of the Supply Chain Resource Cooperative (http://scm.ncsu.edu/). Handfi
eld is considered a thought leader in the fi eld of supply chain management, and is
an industry expert in the fi eld of strategic sourcing, supply market intelligence, and
supplier development.