Jacob Gorm Larsen

A Practical Guide to E-auctions for Procurement (eBook, ePUB)

How to Maximize Impact with e-Sourcing and e-Negotiation

• Format: ePub

Produktbeschreibung

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 Procurement presents 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.

Produktdetails

• Verlag: Kogan Page
• Seitenzahl: 272
• Erscheinungstermin: 3. Februar 2021
• Englisch
• ISBN-13: 9781398600294
• Artikelnr.: 60967995

Autorenporträt

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.

Inhaltsangabe

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