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REAL PROCUREMENT TRANSFORMATION

A comprehensive and admirably unconventional guide to corporate procurement.

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A manual explains how business leaders can positively transform an organization’s procurement strategy.

According to Hustwick, a well-functioning procurement team can have a major impact on the overall operations of a company: “The leverage and impact a high-performing procurement team can have on an organisation are huge if the team has the right processes, technology and custody of its external spend.” In fact, successful procurement can increase a business’s overall competitiveness as well as its shareholder value. But procurement is often an undervalued part of a company, demoted to the third or fourth tier in a management structure and often considered a service provider rather than a fully integrated part of an organization’s priorities. The author furnishes a remarkably detailed plan for the transformation of a procurement team that begins with gaining the endorsement of the CEO and includes establishing an overarching strategy. Hustwick manages to condense a complex set of recommendations into an accessible plan, one represented by a “transformation wheel” that is subdivided into the six main target areas of procurement, including strategy, resources, executive sponsorship, process, technical skills and technology, and communication and reporting. The author’s analysis of procurement and its potential for transformation is impressively straightforward—his counsel is thorough but is presented in under 100 pages, often helpfully illustrated with various graphics. He covers an astonishing expanse of ground with great clarity—sourcing processes, cost reduction, and personnel, among many other subjects, and some issues are centrally significant today, like supply chain assurance. Hustwick’s expertise is never in doubt—his 25 years of experience at a major global corporation are evident on every page. This book will primarily be of interest to procurement specialists. But given the significance the author convincingly assigns to procurement, it should also be helpful to a general audience of business leaders.

A comprehensive and admirably unconventional guide to corporate procurement.

Pub Date: Oct. 27, 2021

ISBN: 978-0-228-86270-3

Page Count: 94

Publisher: Tellwell Talent

Review Posted Online: April 18, 2022

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MAGIC WORDS

WHAT TO SAY TO GET YOUR WAY

Perhaps not magic but appealing nonetheless.

Want to get ahead in business? Consult a dictionary.

By Wharton School professor Berger’s account, much of the art of persuasion lies in the art of choosing the right word. Want to jump ahead of others waiting in line to use a photocopy machine, even if they’re grizzled New Yorkers? Throw a because into the equation (“Excuse me, I have five pages. May I use the Xerox machine, because I’m in a rush?”), and you’re likely to get your way. Want someone to do your copying for you? Then change your verbs to nouns: not “Can you help me?” but “Can you be a helper?” As Berger notes, there’s a subtle psychological shift at play when a person becomes not a mere instrument in helping but instead acquires an identity as a helper. It’s the little things, one supposes, and the author offers some interesting strategies that eager readers will want to try out. Instead of alienating a listener with the omniscient should, as in “You should do this,” try could instead: “Well, you could…” induces all concerned “to recognize that there might be other possibilities.” Berger’s counsel that one should use abstractions contradicts his admonition to use concrete language, and it doesn’t help matters to say that each is appropriate to a particular situation, while grammarians will wince at his suggestion that a nerve-calming exercise to “try talking to yourself in the third person (‘You can do it!’)” in fact invokes the second person. Still, there are plenty of useful insights, particularly for students of advertising and public speaking. It’s intriguing to note that appeals to God are less effective in securing a loan than a simple affirmative such as “I pay all bills…on time”), and it’s helpful to keep in mind that “the right words used at the right time can have immense power.”

Perhaps not magic but appealing nonetheless.

Pub Date: March 7, 2023

ISBN: 9780063204935

Page Count: 256

Publisher: Harper Business

Review Posted Online: March 23, 2023

Kirkus Reviews Issue: April 15, 2023

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HOW GOOGLE WORKS

An informative and creatively multilayered Google guidebook from the businessman’s perspective.

Two distinguished technology executives share the methodology behind what made Google a global business leader.

Former Google CEO Schmidt (co-author: The New Digital Age: Reshaping the Future of People, Nations and Business, 2013) and former senior vice president of products Rosenberg share accumulated wisdom and business acumen from their early careers in technology, then later as management at the Internet search giant. Though little is particularly revelatory or unexpected, the companywide processes that have made Google a household name remain timely and relevant within today’s digitized culture. After several months at Google, the authors found it necessary to retool their management strategies by emphasizing employee culture, codifying company values, and rethinking the way staff is internally positioned in order to best compliment their efforts and potential. Their text places “Googlers” front and center as they adopted the business systems first implemented by Google founders Larry Page and Sergey Brin, who stressed the importance of company-wide open communication. Schmidt and Rosenberg discuss the value of technological insights, Google’s effective “growth mindset” hiring practices, staff meeting maximization, email tips, and the company’s effective solutions to branding competition and product development complications. They also offer a condensed, two-page strategy checklist that serves as an apt blueprint for managers. At times, statements leak into self-congratulatory territory, as when Schmidt and Rosenberg insinuate that a majority of business plans are flawed and that the Google model is superior. Analogies focused on corporate retention and methods of maximizing Google’s historically impressive culture of “smart creatives” reflect the firm’s legacy of spinning intellect and creativity into Internet gold. The authors also demarcate legendary application missteps like “Wave” and “Buzz” while applauding the independent thinkers responsible for catapulting the company into the upper echelons of technological innovation.

An informative and creatively multilayered Google guidebook from the businessman’s perspective.

Pub Date: Sept. 23, 2014

ISBN: 978-1455582341

Page Count: 320

Publisher: Business Plus/Grand Central

Review Posted Online: July 21, 2014

Kirkus Reviews Issue: Aug. 15, 2014

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