Profit from Procurement

ALEX KLEIN is COO and Co-founder of Efficio, the world’s leading Procurement consultancy. He works with large blue-chip corporations and mid-sized PE-owned companies to help them execute global Procurement transformation programs.SIMON WHATSON is a Vice President at Efficio’s London headquarters. He supports companies across sectors to augment Procurement’s value proposition through multi-year programs, has led industry thought leadership reports on technology and talent in the industry, and speaks at global conferences on the topics.JOSE OLIVEIRA is a Vice President at Efficio’s New York office. He supports companies and their investors by embedding Procurement as a core business function, establishing cross-functional engagement and stronger commitment to change management.

• Chapter 1 INTRODUCTION: Why Procurement, and Why Now? 1Chapter 2 AMBITION: Ensuring You Are Set Up for Success 15Chapter 3 SOURCING EXECUTION: Making Sure That the Engine Room Delivers 27Chapter 4 PEOPLE: Building a Winning Procurement Team 47Chapter 5 OPERATING MODEL: Making It Work in Practice 61Chapter 6 CROSS-FUNCTIONAL CHANGE: Repositioning the Function as a True Partner 79Chapter 7 SUPPLIERS: Engaging Effectively 89Chapter 8 NON-SAVINGS PRIORITIES: Balancing Your Objectives 103Chapter 9 SAVINGS REALIZATION: Stemming the Leaks 115Chapter 10 TECHNOLOGY: Investing in and Adopting the Right Tools 133Chapter 11 CONSULTANTS: Using Consultants in Procurement 147Chapter 12 PRIVATE EQUITY: Learning Lessons from PE 165Chapter 13 ROADMAP: Making a Concrete and Realistic Plan 177Chapter 14 CONCLUSION: Summary and Final Thoughts 195Acknowledgments 207About the Authors 209List of Acronyms 213Index 215

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