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REALITY CHECK The recession is forcing organisations, both in the private and public sectors, become more efficient. Procurement can make an enormous contribution and we are in business to help drive down costs without sacrificing quality. Sure we charge a fee for our expertise but the savings potential usually far outweighs the costs. Let's talk - contact us

MANAGEMENT, quite rightly, would like their procurement function to make a positive, ever increasing contribution to bottom line performance. Unlike the sales function the buying operation should have a relatively low overhead cost. So every extra pound saved will transfer more or less intact into a profit boost.The problem usually is - How do you accurately measure purchasing performance? Because without accurate measurements it is impossible to even start to move the function into being an entrepreneurial, dynamic high level business unit.

An introduction to our consultancy approach can be found in my book - Purchasing Performance, Measuring, Marketing & selling the Purchasing function.

MEASURING
Traditionally the profession as a whole has not been very good at measuring it’s own performance and if you cannot measure a function how can you begin to improve it?.  When undertaking consultancy work it is a constant source of surprise that when buyers are asked how much their spend is per annum they often struggle to come up with an answer. Surprising because most buyers will readily acknowledge that without having figures available on 

• HOW MUCH (Total spend)
• ON WHAT (Products on services purchased - spend on each grouping)
• WITH WHO (Spend with each supplier)

it is impossible to even begin to assess the contribution that the function is making to the organisation. In the commercial world the major aim of purchasing should be to contribute to increasing both profit and competitive advantage. Translated into public sector parlance these major aims are to stretch budgets further, or under spend budgets, coupled with continuous improvement in the quality of the goods and services obtained.

For more information on our Consultancy Services -

CONTACT
Snail mail -
buyingskills.com
(Attn of Derek Roylance)
St Lawrence Park
Chepstow
Monmouthshire, NP16 6DP, UK.

Telephone and email contact (strictly for business customers only)
email info@buyingskills.co.uk

Phone 07973 800062, apologies if you are asked to leave a message but it is always switched off in business meetings or whilst undertaking training. However I will be right back to you.

As well as procurement training Derek Roylance, the owner of this site, is also involved in providing Purchasing business services such as a/ Writing articles and books pertaining to buying, b /Purchasing Mentoring, c/ Presentations & talks on buying, d/ Procurement Consultancy help for organisations to drastically reduce procurement expenditure on the costs of their goods and services.

THE ESSENTIAL PROCUREMENT BOOK

PURCHASING PERFORMANCE MEASURING, MARKETING & SELLING THE PURCHASING FUNCTION A Book by Derek Roylance, MCIPS, MIP3. Published by Gower Press
For more information or to purchase click on either book cover	Amazon	or the Publisher

Right away we must declare an interest because the book was written by Derek Roylance, the proprietor of this web site. The book has been written for Purchasing Managers, Procurement specialists and career Buyers. For more information or to buy direct from the Publisher or Amazon please click on the appropriate book cover above. To browse an extract go to Purchasing Performance. As well as Amazon and the Publisher you can also buy the book from CIPS (The Chartered Institute of Purchasing & Supply). So shop around to get yourself the best deal.

Reviews
'The practical advice provided throughout this book is presented in a no-frills, snappy style that ensures the essential information is not lost in a clutter of unnecessary detail. ...This is an excellent volume that in every sense is a handbook for procurement specialists and beginners alike.' Economic Outlook and Business Review (Dec 06)

'An ideal guide for any buyer that aspires to be a procurement manager. It goes beyond the mere process manual and explains purchasing’s role at the heart of a successful organisation. I particularly approve of the way that Roylance stressed the need for purchasing to act as an example of good practice in business ethics. It distills a lifetime of experience in purchasing into an easily digestible read full of wisdom.'
Trevor Kitching, Director, ACS Supply Chain Consultancy Ltd

'Written in Roylance's humorously dictatorial style, the book condenses a year's worth of instruction into one handy volume. It covers everything you need to know and consider when engaging your internal customers on procurement's offer to your company. ...Well done.' Supply Management (CIPS Members magazine)'.

Contents
Introduction; The management role; The profit and loss measurement system; Measuring and improving buyer performance; Measuring supplier performance; Marketing theory; Presentation and selling skills; The practical application of marketing and sales theory; Market research questionnaire - sample questions; Reverse marketing; Body language (non verbal communication); Technology comes to our aid; Ethics; Conclusions; Appendices; Index; etc.

Useful reference links for purchasing professionals

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