// masthead Senior Editor Sean Kolenko Art Directors Alice Chan, Kitty Chan
Contributing Editors Alis Sindbjerg Hemmingsen, Angus Chak, Artin Vaqari, Bertrand Maltaverne, Brittany Whitmore, Herman Chandi, Jerome Benedict, Jon Hansen, Michael Fournier, Omar Khan, Robert O’Carroll
Read the online magazine at procurementsense.com
CO N T E N issue one
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The myth of ‘winwin’ negotiations in purchasing
‘Business staying in business’ is a responsibility of the procurement function
: : Artin Vaqari
: : Alis Sindbjerg Hemmingsen
Tell us what works best for your company
16
Business is not B2B or B2C – but H2H!
The business systems challenge facing SMEs
: : Bertrand Maltaverne
: : Robert O’Carroll
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20
TS
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30
Back to school: Charles Dominick & Doug Turner
A few thoughts on public sector procurement
The case for future proofing the supply chain with sustainable procurement
: : Jerome Benedict
: : Michael Fournier
: : Omar Khan
Financing the future of procurement : : Jon Hansen
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40
37
BuildDirect: Breaking down tradition supply chains...... and delivering heavy stuff
46
Is nuclear power the answer to shipping sustainability?
Procurify: Re-writing business processes
: : Angus Chak : : Sean Kolenko
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54
56
Head in the cloud
The last mile
: : Sean Kolenko
: : Sean Kolenko
How one skin care company is using their supply chain to build their brand : : Brittany Whitmore
58 Tips on doing business in China
62 How technology changes everything in business : : Herman Chandi
‘Business staying in business’ is a responsibility of the procurement function alis sindbjerg hemmingsen
Dispatches - state of the industry
Organizations have complex supply chains with a range of customers and suppliers that influence the way it operates. While customers set specifications and standards that suppliers must meet, suppliers constantly strive to improve the efficiency and profitability of their operations, while simultaneously seeking to delight their customers. Therefore, successful businesses must always be looking for ways to stay competitive. At the same time, we have to open our eyes and start acknowledging and acting on the fact that our resources are threatened. Our economies motivate people and businesses to consume to such a degree that the planet cannot regenerate itself. We have the opportunity to re-think the way we do business.
5
OUR RESOURCES ARE THREATENED
world demands more of you. You are now also
Many natural resources are threatened. Some are more obvious than others and, subsequently, there are some we are more aware of. But they all – regardless of how well-known the scarcity of the particular resource may be – pose a threat to companies with supply chains.
held accountable for what goes on in your supply chain – from working conditions to corruption to environmental impacts. Your procurement of products and services is under scrutiny. Your challenge is to understand the impact your procurement decisions have on local communities,
Responsible Procurement is an approach that allows you to influence your supply chain. It can help you make informed purchasing choices by knowing more about where the products and services you purchase are made
workers and the environment. And, then, you must take action to make sure that you create a positive impact. At the end of the day, that is what Responsible Procurement is all about. If you plan it well, it can promote sustainability, provide you with cost savings and protect and
so their environmental impact
enhance your brand.
is minimized. For instance, if you regularly buy
The business
from the same supplier, why
of business
not do a bit of research into their environmental policies and practices? If every business did
is staying in business
VALUE CREATION Ensuring that your procurement strategy is based on a responsibledecision making approach has
this there would be demand for
become an important business
companies to green their practices
parameter. Additionally, it is
and take on responsibility in order
essential for you to understand
to remain competitive.
that Responsible Procurement, in its optimal format, can be a value creating process.
TAKE RESPONSIBILITY
Responsible Procurement can have a fundamental
The requirement to take responsibility for society is
strategic and operational impact. It can promote
not indicative of some passing trend, but rather a
competitiveness and innovation. Responsible
cultural shift. It is a backlash to the western world’s
Procurement is a strategic tool, which can help
disposable culture and an evolution of Milton
minimize your company’s negative impact on
Friedman’s phrase “the business of business is
people, society and the environment while
business” to “the business of business is staying
maintaining or enhancing value for customers,
in business”. Taking responsibility for the impact
business partners and shareholders.
of your own operations is no longer enough. The
Dispatches - state of the industry
REVOLUTIONIZE THE PROCUREMENT STRATEGY I typically define Responsible Procurement in the following way: ”Responsible Procurement integrates requirements, specifications and criteria that are compatible and in favour of the protection of the environment, of social progress and in support of economic development by seeking resource efficiency, improving the quality of products and ultimately optimizing costs”. However, some companies see their Responsible Procurement initiatives as pure risk management and use it for compliance purposes. The strategic and operational impact is then, typically, medium to high, though it mitigates operational risks. Improving efficiency, reducing demand for materials and cutting waste all reduce your costs and are good for the business and for the environment. Maximizing these benefits requires you to manage your supply chain and integrate business activities to create value for your customers. Responsible Procurement is about increasing a company’s profit, improving strategic supplier relationships and strengthening the brand while remaining vigilant towards competitors and revolutionizing the procurement strategy to fit the current business landscape. And, of course, at the end of the day: ensuring that “business stays in business”.
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The case for future proofing the supply chain with sustainable procurement michael fournier
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THE FUTURE
It’s easy to label sustainable procurement as nothing more than a buzzword. But does sustainable procurement hold the key to mitigating risk for your company? Sustainable sourcing is evolving into the most
This article will first begin with an overview of the
important function of supply chain management.
benefits provided through sustainable sourcing
And the impetus for this evolution is how
and how e-procurement impacts sustainable
sustainable sourcing grounds itself in the future-
supply chain management. Following that, the
proofing of supply chains.
article will offer a brief analysis of how sustainable sourcing is achieved in Germany. The article
What does it mean to future-proof supply chains?
will then conclude with a brief capstone from
Future-proofing supply chains means protecting
an interview with Ben Seaman, Eartheasy CEO,
your organization’s future performance against
an e-commerce website that promotes an
a multitude of potential problems. Whether the
environmentally sound way of living.
future involves the loss of access to key production ingredients or logistics providers, future-proofing attempts to mitigate potential dangers. Trending in the environment of future-proofing supply chains is sustainable procurement. Sustainable procurement has proven that it improves efficiency, effectiveness and transparency for organizations. Furthermore, sustainable sourcing not only improves employee and supplier relationships, it also improves an organization’s reputation among the community and its customers. Lastly, sustainable sourcing can dismantle poor waste disposal practices and reduce energy waste, which improves company spend management. Of course, beyond the business case for sustainable sourcing, ecologically friendly procurement practices are necessary for maintaining our environment.
What benefits can sustainable sourcing provide? Amongst the numerous benefits sustainable supply chain management (SSCM) can provide, the most important benefits include aligning with a green strategy and improving market competitiveness. A green strategy involves reducing waste management costs, trading ethically to attract ethically-conscious customers and reducing resource waste. Improving market competitiveness involves reducing procurement delays by adequately projecting future sourcing activities against potential environmental hazards, government regulations, a shift in customer attitudes towards environmental concerns, as well as changes in supplier relationships. In fact, sustainable sourcing practices can enhance buyer-supplier relationships through increased transparency.
Why is e-procurement often considered the best step towards SSCM?
German Sustainable Development Strategy The German government has made a formal
Before we get into why most organizations are
commitment towards SSCM through the German
choosing to optimize their supply chain consider
Sustainable Development Strategy (GSDS).
this single piece of info: “One manual purchase order can cost a company as much as $150 to
The purpose of the GSDS was to classify
process, even if the purchase order was issued to
procurement activities and find a means of
buy a $25 part.�
attaching measurable aspects to them. The five procurement activities that are accountable within
The cost of issuing manual purchase orders adds
the GSDS are:
up when one considers the time spent sending documents back and forth between approvers,
1. Reducing logistics and freight intensity;
buyers and receivers. E-procurement systems have
2. Reducing land use;
become significantly more popular as a means
3. Implications against partners because of
of removing the tedious and costly travel time of documents.
sustainable aspects; 4. Quality of employee working conditions; 5. Enhancing quality of employment.
In fact, according to Tony Chien & Daniel Ahrens there are three significant ways that e-procurement
Within reducing logistics and freight intensity, the
improves the purchasing process.
GSDS measures greenhouse gas emissions, use and disposal of truck tires and measuring driver
Goodbye paperwork: e-procurement systems
behaviour according to environmentally conscious
eliminate paperwork by generating electronic
driving standards.
purchase orders that can be immediately routed to the appropriate person. This system results in a
The purpose of measuring land use falls within the
reduction in paper costs, as well as less time spent
dimensions of reducing energy waste, increasing
by key personnel.
renewable energy for warehouses and factories, as well as actively considering the environment in
Commitment to vendors: e-procurement systems
property choices.
can be used as a means of compelling end users to only purchase from company-approved vendors.
Under the GSDS, sustainable partner activities
This commitment to approved vendors is one way
measurable include whether partners use rail
of mitigating the possibility of corporate fraud
or choose to ship cargo, whether partners use
within the organization.
environmentally friendly transport services, which does fall into the first activity above, and whether
Spend visibility: although spend visibility may
partners use combined transport to reduce freight
sound like a generic buzzword, spend visibility is
intensity.
an important result of e-procurement systems. Spend visibility gives managers full control of their
For a long time, supply chains were overrun with
company and department spending.
allegations of poor working conditions and low access to essential services. However, through
So how are we currently tackling SSCM in Germany?
the GSDS, German firms are observing whether employees are given services during the day and on weekends. German firms are also attempting to maintain a standard level of pay and minimize the use of temporary workers. And the final measurable dimension under the GSDS involves education and enhancing qualified employment in all levels of supply chain operations. The GSDS is indeed a highly ambitious effort in attempting to measure sustainable practices within the German procurement industry.
Read more by Michael at procurementsense.com
The Eartheasy STORY Eartheasy was built on the philosophy that we need to protect our natural environment if we want to keep the things we love. Eartheasy is a go-to website that focuses on providing ecofriendly products, guides and articles to its visitors. Eartheasy is a case where sustainable sourcing and procurement became an important enough issue, prompting the founders to share their culture with their customers. Sustainable procurement is incredibly important for the future success of an organization’s supply chain, but also for our environment and planet. The difficulties are not unheard of when considering green procurement strategies, however, the strategic advantage that one could attain can last well into the future. And that’s what they mean when someone talks about future-proofing their supply chain.
12
THE FUTURE
Financing the future of procurement Can procurement evolve into the role of new enterprise bankers over the next decade? JON HANSEN
Have you ever noticed that when you tune into a
Procurement Insights blog since May 2007, it is very
particular topic, it seems to pop up in conversations
clear that we are in the midst of a major shift in terms
everywhere?
of where our industry is headed.
Since announcing that I would be teaming up with
This shift, as I will call it, is largely driven by the
Buyers Meeting Point’s Kelly Barner to co-write The
recognition that procurement or purchasing, as it’s
Future of Procurement book – slated for release in
poorer cousin is known, is going through a major
early 2015 – everywhere I turn someone is talking about the future of our industry.
transformation from being an
Quite simply,we have to start “financing”
adjunct function to a strategic imperative.
Don’t get me wrong, as a
our own future if we hope
What this basically means is that
subject that is garnering a
to finally secure a seat at
we, as well as others, no longer
great deal of attention as of late, it bodes very well for
the executive table.
potential book sales down the
view what we do through a “just get me the best price” edict that for far too long has defined the
road. Beyond literary interests, however, it is perhaps
industry mindset. We are now instead challenging the
the underlying reasons for everyone’s interest that has
barbed perceptions of those senior executives from the
peaked my curiosity the most.
2006 CPO Agenda Roundtable discussion – specifically the assertion that they would take one strategic thinker
Having covered the procurement world through my
over 12 run-of-the-mill everyday buyers.
13
Of course, to become truly strategic, we have to start
changers in how our industry, and the business
changing the way in which we view our contribution to
world in general, will view procurement’s importance
an organization.
going forward.
For me personally, this means addressing an Aberdeen
Within the context of the aforementioned developments,
CFO survey. In the survey, the majority of CFOs felt that
it would not be unreasonable for procurement to
procurement made very little meaningful contribution
evolve into the role of new enterprise bankers over the
to a company’s bottom line. In fact, CFOs went so far
next decade.
as to suggest that they discounted more than 80% of the savings claimed by the procurement department
Think about it for a moment. Everything we do as
as being irrelevant. If you were a batter in major league
procurement professionals ultimately touches all
baseball, that kind of average would get you sent down
areas of the global enterprise. From keeping the
to the farm team pretty quick. Not surprisingly, the
lights on in the office, to the manufacturing of a
“minor leagues” is where most procurement people
product for end-user consumption, procurement,
feel they have been relegated from a corporate
at some point in the process, has a hand in
presence standpoint.
everything. It only makes sense that this reach should now include the ability to incorporate a
So what does this all mean?
financing model that ensures timely payments
Quite simply, we have to start “financing” our own
to suppliers.
future if we hope to finally secure a seat at the executive table. And this, of course, is why of all the
Once again, this is the reason why non-traditional
topics involved in the future of procurement I have
financing within the procurement process is one of
chosen to write about financing here.
the areas I will be watching over the coming months and years.
Now I am sure that everyone who is reading this article is already familiar with recent announcements
The irony, of course, is that in the previously referenced
regarding Washington’s launch of the SupplierPays
CPO Agenda Roundtable discussion the same
initiative. I also have no doubt that you have been
executives also indicated that the best person to
following industry news, in which P2P vendors are
run a purchasing department is not someone with a
beginning to team-up with non-traditional finance
purchasing background. Who did they choose as the
companies. The goal of these pairings is to provide a
ideal candidate? Someone from finance.
mutually beneficial buyer/supplier service centered around timely payments.
I wonder if there is ever a CFO Roundtable that those executives will conclude that the best person to run
The fact that a 2013 Institution of Financial
a finance department is not someone with a finance
Operations survey disclosed that only 5% of the
background? Note to all procurement professionals . . .
organizations that participated had offered trade
time to update your resumes.
financing to their suppliers means that it is a largely untapped service area with huge upside benefits. In other words, it is one of the main game
Is nuclear power the answer to shipping sustainability? The future of marine transportation should include nuclear-powered vessels ANGUS CHAK
The Future
15
More than 70% of our planet’s surface is covered
Faced with all these statistics, the question is:
in water and, yet, few people concern themselves
What can be done to change the industry to
with anything past the first couple miles off the
be more environmentally sustainable while
beaches. Even fewer, still, are aware that 90% of all
maintaining profitability?
the world’s products are transported on massive container ships – the length of multiple football
The alternative I propose is nuclear powered
fields – that travel the oceans.
container ships. This alternative comes with immense challenges, granted, but I believe may
Maersk’s new Triple-E vessel is advertised to carry
lead to a future of sustainable transportation.
up to 18,000 TEU (Twenty Foot Equivalent Units) containers, with each container generating only
Before you start imagining thousands of floating
three grams of CO2 per kilometre en route from
Chernobyl and Fukushima disasters waiting
Europe to Asia. This is incredibly efficient: the
to happen, what I am advocating for is not an
same products would generate 560 grams of CO2
unprecedented concept. In fact, there have
if it were transported by air.
been 13 nuclear powered cargo ships and ice breakers commissioned, half of which are still
In the aggregate, however, marine transportation is
active. Moreover, it is not uncommon for military
one of the world’s heaviest polluters, contributing
submarines to be nuclear powered. A July 2014
4% of the world’s total annual greenhouse gas
BBC article about the USA’s decommissioned
emissions. A 2009 study found that the 15 largest
nuclear cargo-passenger vessel, the NS Savannah,
ships in service – of the more than 10,000 total –
even quoted the chief engineer stating: “In due
produced emissions equal to that of 760 million
time it will happen, the prospects are reasonable
cars. In context: that is more than the number
for a resurgence of nuclear power, there is a future
of registered cars in Canada, USA and China
for nuclear power ships, it’s just a matter of time.”
combined. If marine shipping were ranked among nations, it would be the sixth heaviest polluter in
The sentiment behind his statement is that more
the world.
of the public will eventually start to notice the environmental problems of ocean shipping and the industry will be forced to change. With nuclear
There is a future for nuclear power ships, it’s just a matter of time
powered vessels, the industry can progress towards ships that contribute zero CO2 and produce zero greenhouse emissions.
Aside from the environmental benefits, a corporation’s
for instance, is vowing to close all of its nuclear
bottom line will also benefit greatly. A medium-sized
power plants by 2022. And, there have been multiple
container ship uses 260 tons of heavy fuel oils to
events where the reactors on container ships have
power 51,480 kilowatts from a diesel engine. This
forced the dump of mildly radioactive water into the
results in a daily cost of $52,000. The same amount of
ocean, none of which have come remotely close to a
nuclear powered energy would cost slightly less than
catastrophe in the vein of the Fukushima event. Finally,
$9,000. While it is undeniable that nuclear-powered
there would, likely, be substantial lobbying efforts
ships would have a substantially greater initial cost, it
by oil corporations, as such changes would result
is realistic to believe a corporation would eventually
in the loss of collective sales of one billion tons of
profit over a ship’s average 26-year lifespan.
fuel annually.
In addition to the direct benefits, this change would
Without a doubt, it is only a matter of time before the
also inject vast amounts of investment dollars into
marine transportation industry will be forced to answer
the nuclear physics community resulting in further
the question of how to become more environmentally
innovation, cheaper and safer reactors and netting
sustainable. Of the alternative modes of energy
greater benefits.
available, I believe nuclear to be the only one powerful enough to transport 90% of the world’s goods across
As I stated earlier, this change would come with
vast oceans. Only time will tell, of course, whether
immense challenges and strong opposition. With the
the industry agrees and adopts nuclear power as the
Fukushima disaster still vivid in much of the public’s
solution, but it must warrant considerable discussion.
mind, nuclear power has a bad reputation. Germany,
Head in the cloud Noted investor and businessman Jeff Epstein talks cloud technology, the procurement space and the classroom in our exclusive interview.
SEAN KOLENKO
18
The Future
Menlo Park’s Jeff Epstein, operating partner at Bessemer Venture Partners, knows his way around a startup. As an investor, he’s tasked with finding, evaluating and supporting some of the world’s most promising companies. And, as the former chief financial officer and executive vice president at Oracle, Epstein knows a thing or two about running a massive corporation. An impressive and varied resume, to be sure. In addition to his day-to-day responsibilities in the venture capital world, Epstein uses experience in the classroom as well. Along with Steve Blank, noted creator of the Lean Startup movement, and Steve Weinstein, chief technology officer at Deluxe Services Entertainment Group, Epstein teaches an entrepreneurial course, The Lean Launchpad, at Stanford University. The course is designed for graduate engineering students to “get their hands dirty” and “test the business model” of the startups they’re designing. We caught up with Epstein recently to talk startups, the procurement space and why he invested in Procurify.
Let’s start at the beginning, with a bit of an involved question: what trends, in your opinion, defined the business software of the past? And, what will define the future? For the last 20 years, the biggest, most influential part of enterprise software has been on-premise software from major companies. In the last five to eight years, the biggest trend has been cloud software. There are three very important trends. The first is, if you were buying a lot of software products in an onpremise world, you may have 20 different products from 20 different vendors. The cost of integrating all of this stuff together is enormous. What that lead to was suites of products by very large companies such as Oracle and SAP and IBM. As a result, companies would end up becoming an all Oracle shop or an all SAP shop. They had this phrase, “one throat to choke,” because something always went wrong and people wanted “one throat to choke” when it did. In the cloud world, it is very different. If you are buying cloud software, you have no software and no hardware in your own building – it’s all online and delivered through the Internet. The major cloud software companies have all built easy-to-use integrations with each other. So, it’s pretty easy to buy 20 cloud software products from 20 different vendors and have them all work well together. As a result, the optimal choice has moved from a suite to best of breed.
Now, we’ve all used consumer applications such as Gmail or shopped on Amazon. These applications are beautiful, easy-to-use and don’t require any training classes. Enterprise software was always the exact opposite. The new world of cloud is taking consumer ease-of-use to the enterprise. Nimbleness is the final big trend – nimbleness for the company and the user. So, in the on-premise world you would have small updates to the software once a quarter and big updates once every three or four years. The big updates, too, required an expensive re-implementation. In the cloud world, those updates happen everyday and users don’t have to do anything, the updates are there when they turn on their computers.
What excites him about the Procurement space? The thing that excites me most about it is the leverage. Let’s say that a white-collar worker buys a piece of software to make him or her more efficient. And let’s say a company has 50 of those employees, each of whom is going to be 20% more efficient. As a result, it is as if you had 10 more people. There is some value there. But in procurement, those 50 employees might buy $5 billion worth of products. If you could be 20% more efficient, you could save the salaries of 10 people. Because each procurement professional is dealing with, potentially, hundreds of millions of dollars in spend, if you can make the procurement person more effective and efficient, the value is not just saving that person’s salary, the value is being more effective on the money the company is spending. Procurement is a unique sector where the leverage is, literally, 10 to 1 or 100 to 1.
20
The Future
As an investor in Procurify, what excites you about the company?
Then, midway through the course you build and
Every category of software in the on-premise world
Technology, rightly or wrongly, is associated with social - but what about enterprise? Are more people actively tackling the enterprise space today?
is migrating to cloud. It is very difficult for the legacy companies to come up with a new cloud version because, typically, the cloud version is better, faster and more expensive. It is a very rare company that will tell its customers that they will move them to a new product and charge them half the price. In every category of enterprise software, new, fastmoving companies are building products that are better, faster and cheaper – Procurify is clearly one of those companies. I think it is very easy to use, intuitive and the people who use it love it. When you look at a product like that and you see how effective it is, that is a company I want to be involved with.
What is your advice for startups/companies in the business space? What lessons, for example, do you teach?
advertise your product and see if you get any feedback. And, based on that, you constantly iterate.
The consumer press follows consumer products because consumers understand it and use it. In contrast, enterprise software companies are selling to companies and the consumer doesn’t see it. In the technology press, on the other hand, it is pretty well split. A huge part of spend is spent by enterprise and not consumers, so it gets press. JP Morgan spends $10 billion on technology and you can bet there are a lot of people who want to know what JP Morgan is thinking. With students – people coming right out of college or grad school – they are interested in the things they know. But as they get older, they start having
The class that we teach is very experiential. What
problems at work and they begin to think of
we teach them is that even though they have an
products to help that environment.
idea of what their product should be and what their customers want, they’re probably not going to be right. So, what we teach is that you have a hypothesis about what customers want and you need to collect data to test that hypothesis. We require, for example, that students speak with 100 people during the three months they are in class – customers, partners, suppliers or distributors.
Notifications A new order has been created.
Your order #3190 has arrived!
A new order has been created.
3 Reminders
How technology changes everything in business herman chandi
22
The Future
It’s the year 2020 and you are a manager on a
treating software on the cloud as a public utility,
project site for your company – a small 50- person
where you just flick on the lights, is revolutionary in
organization. You need to buy something to complete
this space.
the project, so you hop on your smartphone or tablet and spend 10 seconds with an application. Your goods
This will be a both scary and disruptive time for some,
arrive the next day. You take a picture of the goods
and a great opportunity for others.
and packing slip. Voila, your project is done on time and, most importantly, on budget.
Job titles such as administrators and coordinators will be under threat as simple, affordable and
So... what’s going on behind the scenes?
easy-to-use software products proliferate across web browsers and mobile devices, allowing
Your order was already approved by an executive at
companies to automate many mundane tasks.
head office, a purchase order was sent electronically
Quite simply, if your role today is simply filling out
and recorded automatically in your accounting
spreadsheets or photocopying paper and stapling
system, and your supplier has sent an electronic
it to invoices, those manual tasks will be a thing
invoice with a shipping notification.
of the past.
Sound too good to be true?
For those that see the change coming and are opportunistic, this presents an opportunity to spend
If you already own a smartphone and you have an
time on more value added activities in a company
iPad at home, you surely have an inkling that this kind
and improve their skills to be top contributors in the
of enterprise reality should already exist. And not just
workforce.
for the large corporations that can afford multi-million dollar systems – but for companies of all sizes. If you
Unfortunately, some companies may lock in these
can go on Amazon and buy goods that are shipped
productivity improvements to the bottom line, but
free in seconds, or book your travel plans within
the smarter ones will take those savings and reinvest
minutes on your phone, why can’t you get the same
them in a smarter, well-trained workforce that can use
software experience at your office?
those same technologies to increase revenues and innovate across the organization.
The proliferation of handheld devices and the popular acceptance of cloud services are two
That 2020 scenario is starting to happen today, and
monster trends that have finally reached an inflection
the impact of these changes will be felt for many years
point in our society, and not just for consumers or
to come. Whether you are a business owner, a working
households. Combined with the next generation
professional or a new entrant to the workforce, we
of workers growing up on these devices around
are all entering a period of disruption. The one’s that
the world, and the expected massive baby boomer
are prepared for it will be the one’s that will have the
retirement wave, we are in for a wholesale change
greatest opportunities.
in both workforce composition and expectations of what the future worker will do. The very idea of
Read more by Herman at procurementsense.com
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