Buyersmeetpoint

Today Buyers Meeting Point welcomes Mark M. Bilgin, Ph. D., the author of "Mastering High Stakes Negotiations: Both Sides of the Table". Mark is a seasoned sales and procurement professional in the oil & gas industry, where he honed the skills and insight shared in his book. Click here to read a review of the book on Buyers Meeting Point. In this conversation, we discuss: What constitutes a 'high stakes' negotiationThe human element of negotiationThe power of silence and topic 'float'Becoming a high stakes negotiator

The ISM-New York Report on Business is released on the second business day of each month at 9:45am ET. The Report, which was first run in 1917, is a highly regarded indicator of business conditions in the New York Metro area including a six-month outlook, employment index, and current and expected revenues.  The July report, which can be downloaded here, includes the following: Current Business Conditions at the highest level since December of 2016The Six-month outlook falls below current business conditions for the first time since July 2016Current revenues reaches the lowest point since it was first tracked in February of 2012  Remember to check back in with us on Tuesday, September 5th for the release of the August report. 

Today Buyers Meeting Point welcomes Stephany Lapierre, CEO of tealbook, as our guest.  Stephany is the CEO of tealbook, a cloud-based platform that delivers actionable intelligence to enterprise. She is a born entrepreneur with two successful companies to her credit, one in professional services and one technology-based, both of which require knowledge of procurement processes as well as how to clearly articulate a value proposition to professional buyers.  Given her experience advising executives about supplier intelligence and then working to build out the vision and value proposition of tealbook, Stephany is uniquely qualified to offer advice about selling into procurement.  In this conversation we discuss, How business development teams and procurement can both benefit when the initial introduction process is based on mutual trust and recommendations.How suppliers can communicate their value proposition wihtout being overly promotional or losing the attention of a strategic procurement audience.That relat

The ISM-New York Report on Business is released on the second business day of each month at 9:45am ET. The Report, which was first run in 1917, is a highly regarded indicator of business conditions in the New York Metro area including a six-month outlook, employment index, and current and expected revenues.  The June report, which can be downloaded here, allows us to make the following observations: The Six-Month Outlook has 2017 ending in growth territory, but without much wiggle roomCurrent Revenues took a rare trip into contraction territoryEmployment is just below the breakeven point and at the highest level in 6 months Remember to check back in with us on Tuesday, August 2nd for the release of the July report. 

The ISM-New York Report on Business is released on the second business day of each month at 9:45am ET. The Report, which was first run in 1917, is a highly regarded indicator of business conditions in the New York Metro area including a six-month outlook, employment index, and current and expected revenues.  The May report, which can be downloaded here, allows us to make the following observations: New York City purchasing managers balanced short term uncertainty with persistent long term optimism in May.Three survey indices (Current Business Conditions, Employment, and Current Revenues) pulled back to levels not seen since before the Presidential election.Forward looking optimism and the health of the top line (Expected Revenues) remain strong. Remember to check back in with us on Friday, July 5th for the release of the June report. 

Today Buyers Meeting Point welcomes Martin Berr-Sorokin as our guest. Martin is the CEO and Co-Founder of IntegrityNext, a compliance platform that brings together pre-built supplier assessments, blacklist and sanction checks, and real-time social media insights to covers international standards multiple tiers into the supply chain. IntegrityNext just launched, but Martin is no newcomer to the space. He worked in procurement for Siemens before founding Xcitec, a strategic purchasing software provider that was purchased by Emptoris. After Emptoris was acquired by IBM, he worked as their worldwide Product line director for 4 years. In this conversation we discuss: Whether increased public awareness of B2B business preactices has changed the profile of companies investing in supply chain compliance and sustainability.The use of social media as a data source – turning unstructured data into an actionable source of intelligence for decision makers.How investment in compliance can elevate procurement's profile and

Remember to check back in with me on Friday, June 2nd for the release of the May report. The ISM-New York Report on Business is released on the second business day of each month at 9:45am ET. The Report, which was first run in 1917, is a highly regarded indicator of business conditions in the New York Metro area including a six-month outlook, employment index, and current and expected revenues.  The April report, which can be downloaded here, allows us to make the following observations: New York City purchasing managers demonstrated a small but directional shift in perspective in April.Most of this month’s indices - excepting only Quantity of Purchases - moved in the opposite direction from March.For consideration: Can the recent high levels of optimism be preserved if a significant portion of the respondants report 'the same' month over month?   Remember to check back in with us on Friday, June 2nd for the release of the May report. 

Today Buyers Meeting Point welcomes INNOVO Network Founder and CEO Martin Kelly as our guest. Martin set up INNOVO in 2011 as a global network enabling companies and individuals to achieve more with their existing commercial opportunities. Before founding INNOVO, Martin had a diverse career, specializing in the turnarounds of mid-cap companies in a variety of different industries.  In this conversation we discuss, How INNOVO brings together the driving objectives of procurement and business development teams in a way that achieves both at the expense of neither.The program INNOVO has put in place that allows them to support Good Causes from the increases in commercial efficiency created on their network.The INNOVO Marketing Affiliate model that allows media outlets, as well as traditional marketing agencies, to monetize content about INNOVO.   If you are interested in learning more about the INNOVO Network, visit their website or follow them on Twitter: @InnovoNetwork. I also highly recommend the Industry Spe

The ISM-New York Report on Business is released on the second business day of each month at 9:45am ET. The Report, which was first run in 1917, is a highly regarded indicator of business conditions in the New York Metro area including a six-month outlook, employment index, and current and expected revenues.  The March report, which can be downloaded here, allows us to make the following observations: New York City purchasing managers reported strong optimism in addition to a faster pace of activity in MarchAll of this month’s indices - without exception - moved in a desirable direction in March. Three of them - the Six-Month Outlook, Current Revenues, and Expected Revenues - notably reached the highest level seen in multiple years. For consideration: what do the six-month optimism and employment numbers actually indicate about current and projected business conditions in the New York Metro area?

Today Buyers Meeting welcomes Mark Webb, Managing Director of Future Purchasing as our guest. Mark has 22 years’ procurement experience in line management and consulting roles in categories such as consumer electronics, telecom, pharma, and financial services. He has worked with some of the most recognized companies around the globe, including GSK, Nestle, Nokia, Barclays, and RSA. Part of why Mark joins us today is to discuss the results of Future Purchasing’s bi-annual category management survey as captured in the report: Collaborating for Category Management Success: Bridging the Performance and Value Gap. If you are interested in downloading the report, click here. In this conversation we discuss: How Future Purchasing defines category management, and how organizations have optimized their approach since the report was last run 2 years agoThe five practices that demonstrate procurement’s need to collaborate with stakeholders during the category management processSources of and approaches to building the s

The ISM-New York Report on Business is released on the second business day of each month at 9:45am ET. The Report, which was first run in 1917, is a highly regarded indicator of business conditions in the New York Metro area including a six-month outlook, employment index, and current and expected revenues.  The February report, which can be downloaded here, allows us to make the following observations: New York City purchasing managers reported slower growth while still indicating a faster pace of activity in February.Current Business Conditions came in at 51.3 in February, continuing the slide from December's fourteen-month high.With the exception of Employment, which fell below the breakeven point in February, all report indices stayed in growth territory, even as future optimism eased for the third consecutive month. Two indices - Quantity of Purchases and Current Revenues - increased over January's findings.The annual ISM-New York economic forum held in New York City on February 22nd, gives us an opportu

Today Buyers Meeting Point welcomes Josh Boltuch as our guest. Josh is the CEO of Fancy Hands, one of the largest virtual assistant services in the country. Individuals and businesses can instantly connect to a Fancy Hands assistant to fulfill all of their personal and professional to-dos. All the assistants are based in the US and available 24/7 via the web, iPhone and Android apps, SMS text, email or a phone call. Whether it's providing scalable, reliable and secure workforce solutions to Fortune 100 companies, or waiting on hold for an hour with the cable company, the Fancy Hands platform combines automation with amazing people to get the job done right.  In this conversation we discuss: The launch of On Demand Ops (ODO), the enterprise division of the Fancy Hands platform, which combines machine automation and skilled US workersThe consumerization of enterprise solutions, and how the original Fancy Hands B2C/B2B model led to an enterprise versionHow objective-driving pricing can bring providers and consum

Today Buyers Meeting Point welcomes Dr. Carsten Linz as our guest. Carsten is an entrepreneurial leader and expert on innovation-led business transformation as well as the co-author of ‘Radical Business Model Transformation: Gaining the competitive edge in a disruptive world. You can read my review here. For more of his writing, visit his blog. The transcript for this podcast is available on Buyers Meeting Point. Carsten leads SAP’s Center for Digital Leadership, a renowned C-suite think tank showcasing next-generation innovation and transformation approaches. He is an active business angel, serves on the investment committee of Europe's largest seed stage fund and holds various advisory board seats.  In this conversation we discuss: The difference between innovation (which can happen anytime) and transformation (which can only happen at an inflection point (or a change in direction). Why 'radical' and how the authors kept each other on the right path during the three years it took to write the book. Three th

The ISM-New York Report on Business is released on the second business day of each month at 9:45am ET. The Report, which was first run in 1917, is a highly regarded indicator of business conditions in the New York Metro area including a six-month outlook, employment index, and current and expected revenues.  The January report, which can be downloaded here, allows us to make the following observations: New York City purchasing managers remained optimistic but 'setteld in' this monthCurrent Business Conditions came in at 57.7 in January, dropping from a fourteen-month high in DecemberThe Six-Month Outlook decreased to 66.2 in January after the eighteen-month high seen in DecemberThis month's 'story behind the numbers' focuses on the role of seasonal adjustments in the indices

Today Buyers Meeting Point welcomes Simona Pop as our guest. Simona is the Head of Partnership and Global Communication at InstaSupply. She has held roles in sales, marketing, and event planning and she is an author and speaker for WeRSM, one of the largest independent websites dedicated to social media. In 2016 she was selected as the winner of the Virgin Disruptor challenge for her desire to disrupt P2P.  Simona recently had a guest post placement on Spend Matters titled, “In Business Relationships, It’s All about H2H (Human to Human)”. In this podcast, we discuss her article along the following lines: There is no real B2B/B2C divide, but rather a consistent need for strong, healthy human relationships able to fuel success in complex businesses.One of the relationships that deserves attention is procurement's relationship with tech, described by Simona in the post as evoking “distinct feelings of inertia and unease".Given the fact that human bonds are just as critical in commerce as they are in community, s

The ISM-New York Report on Business is released on the second business day of each month at 9:45am ET. The Report, which was first run in 1917, is a highly regarded indicator of business conditions in the New York Metro area including a six-month outlook, employment index, and current and expected revenues.  The December report, which can be downloaded here, allows us to make the following observations: New York City purchasing managers expressed a surge of forward-looking optimism to end 2016Current Business Conditions came in at 63.8 in December, reaching a fourteen-month highEmployment, a seasonally adjusted index, dropped December after rising above the breakeven point in NovemberNews for the top line and forward guidance continued to be positive, albeit without seeing significant changes over November

Today, Buyers Meeting Point welcomes Robert Cohen, Vice President of Marketing at basware. Bob brings nearly two decades of accounts payable, finance, technology, purchase-to-pay and e-invoicing expertise and experience to his work at Basware and to the industry overall. Prior to joining basware, Bob worked for American Express, Cendant, and Computer Associates. In this timely conversation we discuss the three reasons why CPOs should attend budget reviews, including: Learning critical information about each budget owner's plans for the year to come, including sourcing needs, tight funds, and areas of potential supplier riskBetter understanding the users of the e-procurement system and identifying opportunities to improve complianceProviding consultative services to other departments, whether because requested funds were not approved or because there are opportunities to partner with suppliers to achieve ambitious goals with limited resources For additional information, you may be interested in the following r

The ISM-New York Report on Business is released on the second business day of each month at 9:45am ET. The Report, which was first run in 1917, is a highly regarded indicator of business conditions in the New York Metro area including a six-month outlook, employment index, and current and expected revenues.  The November report, which can be downloaded here, allows us to make the following observations: New York City business activity showed confidence and optimism after an uncertain summer and fallEvery index in the November Report saw gains over the previous month, some significantly so, reflecting the same upward trend being seen in the markets in the weeks since the Presidential electionThree of the indices came in at milestone levels: Prices paid, Quantity of Purchases, and Expected RevenuesThere is a close link between the Prices paid and Employment indices that we wil watch in the coming months

Today Buyers Meeting Point welcomes Donal Daly as our guest. Donal is the Founder and CEO Founder of Altify, a provider of enterprise sales methodology for enterprise B2B sales organizations. He is also the author of the Amazon #1 Best-seller ‘Account Planning in Salesforce’ and the recently released Tomorrow Today: How Ai Impacts How We Work, Live And Think.  Altify recently opened the response period for their 2017 Business Performance Benchmark Study, and Buyers Meeting Point is one of a carefully chosen group of partners working to encourage participation and learning from the study’s results. The study, which is open now through December 21st will examine revenue considerations, top priorities, and metrics that we can use to gauge progress.  All participants will receive a copy of the report including results, analysis and insights and it only takes 10 minutes to share your opinion.  CLICK HERE TO PARTICIPATE To read a transcript of the interview, click here.  

The ISM-New York Report on Business is released on the second business day of each month at 9:45am ET. The Report, which was first run in 1917, is a highly regarded indicator of business conditions in the New York Metro area including a six-month outlook, employment index, and current and expected revenues.  The October report, which can be downloaded here, allows us to make the following observations: For the most part, the survey responses indicated a holding pattern - perhaps in anticipation of the Presidential election next weekAfter September's eight-year low, Employment came in at 50.6 in October - listen to the podcast audio for what this really meansCurrent Business Conditions came in at 49.2 in October, continuing to hover just below the break even point of 50.0 for the third month in a row.