A Practical Guide to E-auctions for Procurement: How to Maximize Impact with e-Sourcing and e-Negotiation

Product Description

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.

Review

“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.” ―
Søren Vammen, CEO of Danish Purchasing and Logistics Forum

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

“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.” ―
Niklas Klarnskou, Head of Procurement Processes & Digitalization, CRH

“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.” ―
Benjamin Hofmann, Senior Expert eSourcing Strategies and Implementation, Siemens AG

“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

“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.” ―
Fabrice Blanc – Head of Procurement Performance Acceleratio