Counterpoint Blog

  • Building Excellence in Commercial Negotiation

    Building Excellence in Commercial Negotiation

    by Stephen Mallaband, Ros Howard

    Buy Now
  • Building Excellence in Strategic Procurement Management

    Building Excellence in Strategic Procurement Management

    by Stephen Mallaband, Ros Howard

    Buy Now

Breaking deadlock in negotiations

In negotiations deadlock happens more often than you might think – you fundamentally disagree with the other party on some point or other, talks are going round in circles (at best), time is running out and tempers are getting frayed. …Read more»

Negotiating with respect

As humans we have a moral duty to respect others – to pay due regard to their feelings, wishes and rights. The act of negotiation does not release us from this duty but can put significant obstacles in our path. …Read more»

When is a Good not a Good?

You may think it obvious what goods are and most of the time it is. However, maybe now is the time to think hard about the distinction between goods and services. The latest UK government white paper – The Future …Read more»

Getting an SRM strategy in place

It is a sad fact that many organisations fail to realise the critical importance of managing their suppliers well: almost neglecting it (or leaving it as something that the purchasing department does in its spare time), whilst applying significantly more …Read more»

Why SRM (Supplier Relationship Management)?

Many organisations spend significantly more than 50% of their income on buying in goods, services and works. But it is a sad fact that many of these fail to realise the critical importance of managing their suppliers, almost neglecting it …Read more»

Election Promises

With the UK election and new government finally upon us, the government now has a new mandate. The mandate is normally based on election promises, which are just that – promises! We have already seen that the “winners” in a …Read more»

Procurement and the Election

What has the election to do with procurement? The answer is, in fact, a great deal. The UK public sector has enormous purchasing power – it spends a massive £200 billion per year on buying in goods and services. The …Read more»

Your Passport to Negotiation

Brexit means we in the UK will soon be replacing our red European passports and reverting to blue passports and a contract is now out. The Home Office is looking for a contractor for the design, print, assembly and associated …Read more»

And the winner is….

Thanks to everyone who visited us at our stand at the Public Sector Procurement Expo in Olympia on 2nd November 2016. We had a really enjoyable day learning about your organisations and we hope you learnt something about us. The …Read more»