Practical Guide to E-Auctions for Procurement

How to Maximize Impact with E-Sourcing and E-Negotiation
1. Auflage 2021
ISBN: 978-1-3986-0028-7
Verlag: Kogan Page

Buch, Englisch, 272 Seiten, Format (B × H): 156 mm x 234 mm, Gewicht: 621 g

WINNER: 2021 Plume d'Or - Grand Prix ACA-Bruel Award. A Practical Guide to E-Auctions for Procurement provides guidance to procurement professionals on how to realize the potential of e-auctions. Now is the time to optimize your e-negotiation strategy using key insights from the author Jacob Gorm Larsen, who is responsible for one of the most successful and award-winning e-sourcing programs in the world. A Practical Guide to E-Auctions for Procurementpresents a proven process for developing an e-auction and e-negotiation strategy, along with a catalogue of change management initiatives for securing buy-in internally in the organization. The different e-auction formats and benefits are explained in detail and demonstrated with practical examples, templates and advice that can be adopted by the reader. Jacob and the team at Maersk are at the forefront when it comes to developing robots that execute e-auctions from end-to-end and are kicking off a transformation that will fundamentally change how we consider e-auctions and negotiations. In addition, with learnings from more than 10,000 e-auctions globally, this is the book for those in procurement looking to implement, deliver and maintain a thriving e-auction program.

Autoren/Hrsg.

Larsen, Jacob Gorm

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Einkauf, Logistik, Supply-Chain-Management

Inhaltsverzeichnis

• Section - SECTION ONE: Understanding eSourcing and eNegotiation;
• • Chapter - 01: What is an eAuction?;
  • Chapter - 02: Applicability, when can you use eAuctions?;
  • Chapter - 03: The history of eAuctions;
  • Chapter - 04: Value in a theoretical perspective;
• Section - SECTION TWO: eNegotiation strategy;
• • Chapter - 06: Game theory - eNegotiations as a strategic game;
  • Chapter - 07: Negotiation theory;
  • Chapter - 08: eAuction formats;
  • Chapter - 09: eNegotiation strategy objectives;
  • Chapter - 10: Supplier relationships - maintain relationships;
  • Chapter - 11: eNegotiation strategy framework;
• Section - SECTION THREE: Bidder engagement;
• • Chapter - 12: The value proposition for suppliers;
  • Chapter - 13: Supplier communication;
  • Chapter - 14: Supplier Training;
• Section - SECTION FOUR: Driving usage and adoption;
• • Chapter - 15: Introduce a Center of Excellence (COE) for Support, Technology and Governance;
  • Chapter - 16: Ensure executive support to eAuctions;
  • Chapter - 17: Make it strategic;
  • Chapter - 18: Drive it with hard KPI's;
  • Chapter - 19: Address the myths;
  • Chapter - 20: Re-inventing yourself every year;
  • Chapter - 21: Examples of best-practice;
  • Chapter - 22: The selling never stops;
• Section - SECTION FIVE: The future of eNegotiation;
• • Chapter - 23: The accelerating digitization of negotiations;
  • Chapter - 24: AI powered negotiation guides;
  • Chapter - 25: Automating negotiation processes;
  • Chapter - 26: The future of eAuctions, cup half full or half empty

Über Autor(innen)

Larsen, Jacob Gorm
Jacob Gorm Larsen is Head of Digital Procurement in Maersk with responsibility for the execution of the digital transformation of procurement. For the past 15 years he has been part of the procurement team at Maersk including responsibility for developing and operating the e-sourcing program for more than a decade.

Jacob Gorm Larsen is Head of Digital Procurement in Maersk with responsibility for the execution of the digital transformation of procurement. For the past 15 years he has been part of the procurement team at Maersk including responsibility for developing and operating the e-sourcing program for more than a decade.