Jon Hansen (pi Window On The World)

Back in 2013, our expert panel identified Market Dojo as one of the first New Wave Companies to watch. Here we are in 2016 and we want to know how the has company fared during a time of significant change and transformation. Today I will be joined by executives from Market Dojo as I ask them the following three questions: How has the company evolved since 2013 when our panel had first selected you as a New Wave Company to watch?What is your interpretation of where the industry is now at and where it is headed?Where does MarketDojo fit into the future equation . . . particular in the context of the advent of mobile/wearable devices and the GenerationNext procurement professional?  Lawsuit Update: A Campaign For Truth @ https://procureinsights.wordpress.com/2016/03/21/lawsuit-update-a-campaign-for-truth/

If knowledge is indeed power, is the ability to access people and information faster, cheaper and conveniently anytime, from anywhere, the definitive game changer in the procurement world? Joining me today to talk about her vision that became Procurious is Tania Seary. During this 30 minute segment I will be asking her the following questions: 1. In his latest book Dr. Robert Handfield talked about the definite and definitive break between older or past generation procurement professionals, and the new, emerging generation. If we accept Dr. Handfield's assessment, what impact has this had on the somewhat meteoric rise of the Procurious community? 2. Generally speaking, what impact has and will social media/networking have on the procurement profession as a whole? 3. IACCM CEO Tim Cummins made the statement that the traditional membership model based on the payment of annual fees no longer represents a sustainable or viable framework. He then went on to say that associations have to move to an al la cart

The Hackett Group's Chris Sawchuk joins me to talk about the agile procurement practice and why it is important in today's volatile market. In today's segment, we will focus on the following key points: In the upcoming Procurious' Big Ideas Summit on April 21, you are going to be talking about the need for procurement to be agile in a volatile market. Before we talk about agile procurement, I want to touch on your discussion from last year about the importance of customer-centricity and how it ties into the agility question.We obviously know what the work agility means from a general standpoint, but what does it mean in terms of procurement?You will also be talking about agility in the context of a volatile market. In what way is the market more volatile today than it was in years past, and why is agility perhaps more important now than ever before?In terms of your Big ideas Summit presentation, what do you hope are the key takeaways for the audience? Be sure to also check out Procurious' Big Ideas Summit 20

“I’m literally trying to think through and just imagine what the possible justification for this could be. First of all, to do tens of millions of dollars in contracts without shopping around to get the best deal, and then secondly to keep that a secret. What possible justification can there be for that?” – Todd MacKay, Canadian Taxpayers Federation  Above is just one of the many responses to Manitoba Hydro's recent decision to award a contract to a supplier through the utilization of what is known has an EOI or Expression of Interest. This of course raises the much larger question are single source and/or sole source contracts necessarily a bad thing, in which the taxpayer ends up paying a premium for services that would hjave been otherwise far less costly through a competitive bid process? Today we discuss, and maybe even answer that question. Lawsuit Update: A Campaign For Truth @ https://procureinsights.wordpress.com/2016/03/21/lawsuit-update-a-campaign-for-truth/

Joining me today to talk about this year's Top 30 Under 30 Awards Program - which acknowledges the up and coming young superstars of the procurement world, are M.L. Peck Senior Vice President, Program and Product Development at ISM and, Donna Cicale, Director of Audience Development from ThomasNet. During this segment we will be focusing on the following five points: 1.    How was this year's Top 30 Under 30 program different from last year? 2.    Given the tremendous success of the first Top 30, was it a hard act to follow - re it was like winning the championship in your first season as a rookie, as well as being selected as league MVP . . . it is hard to top that. 3.    In what way if any did the candidates differ this year from last? 4.    Looking ahead - and presuming that you will be doing a Top 30 Under 30 every year, what can we expect? 5.    Finally, why is the Top 30 Under 30 important to procurement professionals? How about the profession as a whole?   Lawsuit Update: A Campaign For Truth @

Procurement and social media . . . is it a pairing made in heaven or the other place? In this month's Point - Counterpoint discussion, Kelly Barner and Jon Hansen talk about the impact that social media has (and ultimately will) have on our profession.

It is that time of year again, when the chill in the air and the warmth in our hearts lead to the lifelong memories of Christmas lights and sugar cookies, stockings hung and the excitement of Santa's imminent arrival. So kids of all ages, both young and old, take a seat by the fire and the twinkling lights of your tree as we celebrate the Festive Season together. Joining us to add something special is author Melinda Elmore who will read an excerpt from her marvelous book Journey To Christmas Creek. We will also be serenaded by Chef John who's music will capture the magic of the Holiday Season.  (Please Note: As this is a Holiday replay the phone lines are not open)

It is no secret that press releases about new contract wins, and bold proclamations of increasing market share stir up the media. That said, there is there is a world of difference between winning a contract and actually delivering the expected outcome. The problem is that rarely do we hear about the latter with has much fanfare as the former. In this month's Point - Counterpoint discussion, Kelly Barner and Jon Hansen go where all other media generally fears to tread by slashing through the hyperbole to focus on the importance of outcomes.  

This week our guest audio excerpt is from an unusually entertaining video from Next Level Purchasing Association President Charles Dominick on traditional vs non traditional approaches to recruiting. The video was posted to YouTube on November 9th, so here is what I'm guessing happened. Right after the NLPA Halloween party, Charles found a box of leftover costumes and a case of Red Bull before going into a planning session on procurement recruiting. The result is an absolutely hysterical video featuring Charles and his two alter egos – 'traditional man' who looks like a cross between Albert Einstein and Mr. Rodgers and 'radical man' who wears glasses and a hoodie – hood up. Here is the link to the full 11 minute YouTube video: https://www.youtube.com/watch?v=F9ktmHBpdsA  

This week's guest audio excerpt is from a recent ProcureChange webinar on 'Applying Outsourcing Best Practices to Improve the Performance of your Internal Procurement Group.' In this event, ProcureChange founder Phil Ideson walked through ten best practices, but he focused in depth on three: putting formal statement's of work in place, investing in governance, and working through stakeholder level planning. Fortunately for the webinar attendees, Ideson's governance is not the starched itchy collar you might be thinking of. It is a highly strategic, actionable part of the procurement program. The full webinar is available on YouTube here: https://www.youtube.com/watch?v=ssFkr3LLti4&feature=youtu.be

According to an October 8th, 2015 article in the Portland Business Journal, The Oregon Supreme Court “sided with the state and denied Oracle America’s attempt to dismiss its top brass as defendants in the state’s lawsuit.” In today's segment I am joined by Buyers Meeting Point's Kelly Barner to talk about the consequences of this seminal decision and what it may mean for vendors and end-user clients going forward. You can access the full story and comment on the Procurement Insights Blog through the following link: https://procureinsights.wordpress.com/2015/10/13/should-vendor-executives-be-held-personally-liable-for-failed-implementations-by-jon-hansen/

This week's guest audio excerpt features Rita Gunther McGrath, the author of The End of Competitive Advantage. She was interviewed by CREW Network CEO Gail Ayers before speaking at their 2015 Network Convention and Marketplace. The whole interview is only 10 minutes long, and covers a number of topics including advanced strategic planning, challenges for female executives in today's competitive climate, and how CEOs can manage their workloads through better priority setting. You can watch it on YouTube: https://www.youtube.com/watch?v=LFREurlszMY In the two minute excerpt I have selected to share, McGrath talks about the opportunities she sees in the marketplace and how leaders and companies can prepare to handle the changes they will usher in. For procurement, the trend that will have the greatest impact is what McGrath calls dematerialization.

  Today our guest audio excerpt comes from a recent Procurify webinar featuring Procurious Founder Tania Seary. The event, titled 'Global Networks and Disruptors in Procurement' addressed everything from innovation to the war for talent, and of course, social media. The webinar is available on demand here: https://www.youtube.com/watch?v=F_swIQIz8QA   In this brief excerpt, Seary talks about the role social media should be allowed to play in the development of competitive procurement teams.

In this week's guest audio, BCG Consulting's Robert Tevelson offers up three ways procurement can drive value for the business. Tevelson has headed up BCG's procurement practice for the last ten years, and prior to that he was a Vice President at A.T. Kearney. In this two-minute excerpt, we'll hear two lists of three. The first list of three is the trends or forces in the larger business climate that are driving the need for change in procurement. The second list of three is what procurement can do in response to these forces to make the most of the opportunities presented to us. The full video can be seen on YouTube: https://www.youtube.com/watch?v=KuhUNvl2-Xo

This week's guest audio takes on the topic of collaboration, including why it is becoming more prevalent than it has been in the past. The video this comes from – and which is available on YouTube, was produced by NEC Contracts, a provider of product and service contract frameworks used primarily by the Construction industry in the UK. The conversation involves Peter Higgins, Chairman of the NEC panel, and Rob Gerrard, Secretary of the NEC Users' Group discussing how natural collaboration is when compared to other approaches. The full conversation can be viewed here: https://www.youtube.com/watch?v=Tbz2ePtVUUQ

Jon Hansen and Kelly Barner are the co-authors of ‘Procurement at a Crossroads: Career Impacting Insights into a Rapidly Changing Industry’ (November 2015) takes a close look at the field of procurement during a time of extraordinary transition. In the book, the authors identify nine key questions critical to those in the profession and then present multiple perspectives on each. The topics include changing professional demographics, technology, media coverage, public vs private sector, and finance without shying away from traditionally taboo subjects or points of view. In this webinar, the authors will review the nine questions and discuss what today’s ambitious procurement professionals need to do to seize the opportunity represented by our current time of change.

In this week's guest audio, we look at procurement from a particularly illuminating perspective – and that is the sales perspective. Elliot Epstein is the CEO of Salient Communications and as a sales professional he has partnered with CIPS to bring sales and procurement professionals to better understand each other. In this excerpt he addresses what sales professionals should do about procurement's 'rules of engagement' as well as when they realize their solution is new to the prospective customer in question.   This audio is an excerpt from a YouTube interview called Dealing with the Rising Power of Procurement, which can be viewed in its entirety here: https://www.youtube.com/watch?v=DloHv9jL7zw

This week's guest audio touches on the dark side of collaborative business relationships – the fallout for all parties if and when they fail. It was recently reported that Suzuki and Volkswagen have finally completed their 'divorce' or the breakup of their 2009 partnership that was supposed to bring market, manufacturing, and technical expertise together for the benefit of both parties. But does this real life cautionary tale demonstrate what not to do or should it discourage other companies from attempting similar relationships? It all depends on the mindset of their leaders.

This week's guest audio comes from Dustin Mattison. His Future of Supply Chain podcast series offers weekly interviews with leading supply chain thought leaders. The podcasts can be seen on YouTube and his blog is part of the Kinaxis Supply Chain Expert Community. In this podcast Mattison interviews Julio Franca, a Director at the global, boutique management consulting firm Spin Consulting. The excerpt we are about to hear is the first question of the podcast and in it Franca addresses where procurement should report in the organization relative to supply chain. The full podcast can be heard here: https://www.youtube.com/watch?v=JJd051IPYbw

Panel Discussion on The Politics of Procurement   This week's guest audio comes from a panel discussion moderated by Code for America. They create open source solutions and facilitate a collaborative community around their use. Code for America also hosts an annual summit that brings together public sector innovators and the organizations that collaborate with them – and that is where this particular recording was made: at a 2014 summit panel on public sector procurement.  In this exchange, the panel responds to an audience question about the politics of procurement and facilitating cross-functional communication for the sake of gaining buy in. The full video – Procurement for the 21st Century - is available on their YouTube channel. https://www.youtube.com/watch?v=3vPf6cUb614