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Procurement for the Real World: Build the Strategy: Choose the Right Commercial Strategy
Paperback
Business GeneralEconomicsGeneral Political Science
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Publisher: Independently Published
Pages: 142
Weight: 0.44
Height: 0.30 Width: 6.00 Depth: 9.00
Language: English
The market you face is rarely the market the textbook describes.
Procurement strategies often begin with neat assumptions: healthy competition, credible alternatives, willing suppliers and enough leverage to negotiate.
The real world is messier.
Incumbent advantage. Concentrated supply markets. Weak BATNAs. High switching costs. Sole-source situations. Stakeholders demanding competition where meaningful competition barely exists.
Build the Strategy is a practical guide to developing a procurement strategy around the market you actually have - rather than the one the model assumes.
Part of the Procurement for the Real World series, this book explores how to:
- Understand the commercial reality before choosing your sourcing approach
- Assess market concentration, supplier power and genuine competitive tension
- Recognise where your leverage actually comes from - and where it doesn't
- Decide when to aggregate, consolidate, compete or negotiate
- Approach incumbent and sole-supplier situations intelligently
- Identify hollow competitions before wasting everyone's time running one
- Turn analysis into a commercial strategy that can actually be executed
No theory for theory's sake. No pretending every sourcing exercise fits neatly into a matrix.
Just practical procurement principles, commercial judgement and better decisions.
Because a procurement strategy that ignores market reality isn't a strategy. It's a plan waiting to fail.
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