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A Practical Guide to E-auctions for Procurement

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

Understand how to integrate eNegotiation and eSourcing into your procurement strategy with examples of successful implementation from Maersk.

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EAN: 9781398600287

Edition: 1

Published: 03 Feb 2021

Format: 233 x 157

272 pages

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About the book

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.

About the authors

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

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

Reviews

Geraint John, Vice President, Supply Chain Research & Advisory, Gartner

With electronic forms of negotiation set to increase in our app-enabled digital businesses of the future, Jacob-Gorm Larsen has written a timely, comprehensive, myth-busting and principled guide to using e-auctions for cost-effective supplier selection.

Benjamin Hofmann, Senior Expert eSourcing Strategies and Implementation, Siemens AG

The contagious enthusiasm of Jacob Gorm Larsen caught me right from the beginning, reminding myself why I love to work with e-auctions. No matter if you are about to start an e-auction program, struggling with the implementation or if you are simply interested in how to take your program to the next level, this book covers all the crucial aspects to be successful. It is inspiring and motivating in every respect and encouraged me to try out new things immediately. A must-read, also for procurement leadership.

Fabrice Blanc – Head of Procurement Performance Acceleration Asia, Oceania & Africa, Nestle

Well-structured and documented, A Practical Guide to E-auctions for Procurement has become my go to reference for any e-Auction discussion within my organisation. Jacob's pragmatic and advanced approach to digital procurement made this book an extremely interesting read and a very convenient reference for concrete usage in a daily buyer's life. Whether it is to prepare a training for newcomers, discuss the inclusion of e-Auctions in a procurement strategy or simply prepare an e-Auction event, all the answers to your questions are available in this first of a kind procurement e-Auction bible.

Dennis van Eerden – Systems IT & Development Manager, Tata Steel IJmuiden B.V.

There are a lot of myths on the use of e-Auctions. Jacob Gorm Larsen explains how e-Auctions can help procurement employees as well as suppliers to gain benefits by taking the further steps into the digital negotiation era.

Andrew Bartolini, Founder & Chief Research Officer, Ardent Partners

With this book, Jacob Gorm Larsen, pulls back the curtain on one of the most powerful tools available to CPO's and their organizations - e-Auctions - and offers practical advice and actionable recommendations to drive more value through the sourcing process. It is a must-read for novice and experienced procurement leaders alike.

Søren Vammen, CEO of Danish Purchasing and Logistics Forum

An absolute must read for everyone in the procurement community, and not only for people with an interest in e-auctions. Although the book is very rich on both empirical data and theory, it's very readable. I really hope all procurement people will read this book to understand the full potential of e-auctions, an area still full of myths about why e-actions are not applicable in exactly their category.

Martin Fog, Vice President, Corporate Procurement, Novo Nordisk

A Practical guide to E-Auctions provides the reader with a road map to unleash the full potential of e-auctions. Illustrated with concrete examples and founded upon relevant research this book is a must read for any procurement professional with an interest in the digitization of procurement negotiations.

Niklas Klarnskou, Head of Procurement Processes & Digitalization, CRH

If you are serious about improving your savings numbers you need to use e-auctions as part of your procurement negotiation strategies - this book will provide the needed insights and practical guidance to successfully start or re-launch your e-auction program and enable you to reclaim the savings that have been left at the table.

Sam de Frates, Global VP Procurement

This is exactly what Procurement teams around the world need right now - mastering e-Auctions is a crucial part of being a world class negotiator and this is too often overlooked. Jacob has put every piece of his vast experience into this book to enable us to collaborate better with our suppliers and drive more value, faster.

With electronic forms of negotiation set to increase in our app-enabled digital businesses of the future, Jacob-Gorm Larsen has written a timely, comprehensive, myth-busting and principled guide to using e-auctions for cost-effective supplier selection.
Geraint John, Vice President, Supply Chain Research & Advisory, Gartner

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