In the first part of the article on the 5 forces of Porter, we explained the origin of the model and discussed the 1st, 2nd and 3rd forces (Rivalry between competitors, Bargaining power of Suppliers and Bargaining power of Buyers), how they move the economic scenario and why it is important for the buyer to understand and consider them not just during a negotiation but throughout the supplier relationship management cycle.
In this second part, we will discuss the two remaining...

Today we are going to talk about a tool widely used by our colleagues in Marketing and Business Administration, which we buyers end up using for our analysis: The 5 forces of Porter.
Michael Porter (1947) is an American academic, famous for his theories in Economics, Business Strategy and social causes. He was one of the founders of “The Monitor Group”, a consulting group now part of the giant Deloitte. In 1979, Porter published his studies in an article named "The Five Competitive Forces...

Let's discuss one of the most loved (if not the most loved) purchasing tool by buyers, which is also at the same time the most hated by suppliers: the auction.
In an increasingly digital world, it is common to find dozens, perhaps hundreds of eSourcing tools. eSourcing is the term that refers to “Electronic Sourcing”, meaning digital purchases. It is the set of tools, systems and methodologies that aims to help buyers through the use of technology.
Ivalua, SAP Ariba, Coupa, Krinati and several...

Afraid of seeming ignorant? Fear of judgment? An urge to demonstrate that you know more than you really know? There are many reasons why adults (especially in the business environment) do not ask questions. The truth is that if everyone was aware of how important it is to ask questions, professional relationships would be easier.
If you were a child in Brazil, in the 90s, you certainly remember the character “Johnny” who asked dozens of questions, until someone answered “Because I said so,...

Let's talk about a subject still considered somewhat taboo: Aggressiveness in the Purchasing area.
It is noteworthy that many of the issues discussed here apply to different areas, however many people still have the mistaken idea that negotiation is synonymous with aggressiveness.
Let's start with the basics: No matter what is your position, intern, buyer, analyst, supervisor, manager, director or Chief Procurement Officer, it is your duty as a person to respect everyone around you. Respect...