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The Buyer's Toolkit

The Buyer's Toolkit

An Easy-to-Use Approach for Effective Buying

Jonathan O'Brien

From £33.32

Get a toolkit for buying and distilling all the best practice tools for professional buying and negotiating with this simple, jargon-free framework.

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About the book

In order to buy well it is important to understand a few basic principles and apply a series of tools and approaches in given situations. The Buyer's Toolkit distills all the best practice tools for professional buying and negotiating into a simple, jargon-free framework that can be picked up and applied by anyone who buys. The book seeks to transform how individuals view and practise buying so they know when to influence a situation and what to do to buy well.

The Buyer's Toolkit has a simple chapter layout, contains graphics and models, and a simple flow of tools through the book with an overarching framework, that glues them together. Covering different buying scenarios, understanding and defining the requirements, choosing the right deal and supplier, negotiation, managing the contract and the suppliers, fixing problems and sustainable buying, this comprehensive guide will help you boost your advantage as a buyer.

Table Of Contents

    • Chapter - 01: How to Buy Really Well;
    • Chapter - 02: The Size of the Prize;
    • Chapter - 03: What Stops Us Being Good;
    • Chapter - 04: The 5D Power Buying Process;
    • Chapter - 05: Step 1: Define the Need;
    • Chapter - 06: Step 2: Discover Our Position;
    • Chapter - 07: Step 3: Determine How to Buy;
    • Chapter - 08: Step 4: Securing the Best Deal;
    • Chapter - 09: Step 5: Delivery - Ensuring We Get What We Agreed;
    • Chapter - 10: Getting Good at Power Buying;


Packed with clear explanation, useful tools and vital insight, O'Brien's book is essential reading for everyone who buys from or deals with suppliers. That includes both procurement professionals and those working in other roles who hold relevant responsibilities - if they follow the advice here, they can all add value to their organizations through better buying.
Peter Smith, Managing Editor, Spend Matters Europe

Everyone buys, but we don't always buy well. In The Buyer's Toolkit, Jonathan O'Brien simultaneously acknowledges the consumerization of corporate purchasing and the intensely strategic effort that is often invested in personal buying decisions. Regardless of the type of buying in question, O'Brien provides the reader with a grounded set of tools and frameworks designed to improve the outcomes (and satisfaction) associated with each purchase.
Kelly Barner, Managing Director, Buyers Meeting Point

Book Details

  • EAN: 9780749479817
  • Edition: 1
  • Published: 3rd September 2017
  • Paperback
  • Format: 235x155
  • 288 pages

About the Author

Jonathan O'Brien is the CEO of the international purchasing consultancy and training provider, Positive Purchasing Ltd. With over 27 years' experience working in purchasing, he has worked all over the world to help global organizations increase their purchasing capability through training, education and working directly with practitioners and executive teams to drive in the adoption of category management and other strategic purchasing methodologies. He is also author of Category Management in Purchasing, Supplier Relationship Management and Negotiation for Procurement Professionals, all published by Kogan Page.

Jonathan O'Brien

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