Insights: Whitepapers

Most sales organizations have two kinds of salespeople: individuals who actively go after and get new deals, aka “Hunters;” and those who grow and nurture existing relationships, aka “Farmers.” Using this concept, this whitepaper explains why procurement organizations continue to fail at allocating the right resources to hunt new deals and manage supplier relationships to add value [...]

This whitepaper was created in the spirit of the season, to help ensure success of your organization’s endeavors in 2012. Imagine this as your New Year’s resolution: “This year, I plan to create a sustainable, world-class procurement organization that can drive additional value into the future.” It is achievable if done properly. In this whitepaper, Denali Group highlights five mistakes that can sabotage a successful Procurement Transformation and offers suggestions as to how to make Procurement Transformation more effective and long lasting.

Procurement professionals should ask the following question: “How can Procurement better connect with stakeholders and understand their needs in order to deliver exceptional value?”

This whitepaper delves into what it is that Stakeholders really want from Procurement and how we can shift our practices to better meet those needs.

Creating Exceptional Value Through Stakeholder Engagement

Procurement organizations must push the boundaries of value creation. At Denali Group, we believe this effort begins with stakeholder engagement. Engagement that is truly collaborative, proactive, and forwarding thinking; engagement motivated by stakeholder wants and needs and tied to corporate-wide goals and objectives.

This whitepaper reports findings from Denali Group’s 2011 Procurement Innovation Research and is Part II in a series. In it, Denali Group presents how Procurement can better engage with customer stakeholders to create innovative programs that drive exceptional value.

Market Update – The Procurement Innovation Imperative. Denali Group’s 2011 Procurement Innovation research has found that innovation is no longer an option for the world’s leading Procurement organizations, it’s an imperative.

Procurement organizations need to be well prepared for the workforce changes ahead. Having a solid Knowledge Management Program in place can help to seamlessly manage transitions by capturing and sharing intellectual capital and preventing it from walking out of the door.

Sourcing Professional Services can bring savings and competitive advantages. Following the steps in this whitepaper, and continuously monitoring market changes, will result in an effective and efficient professional services sourcing strategy for your organization.

Today, Global 1000 organizations rely more than ever on Procurement. So, how do you turn your Procurement group into a service-oriented, on-demand organization?

Denali Group has released a compilation whitepaper of its in-depth Procurement Innovation research. This four-part series examines what’s next on the CPO’s agenda, expanding Procurement’s value, the virtual Procurement organization, and rethinking talent management.

Denali Group takes an in-depth look at how best-in-class organizations are managing the changing talent landscape in Part IV of its Procurement Innovation series.