Knowledge is power, so the saying goes. So when Matt DeKam, Senior Commodity Manager at Ingersoll Rand, told me that transparency has been one of the keys to his most successful supplier relationships, I was intrigued. After all, suppliers want to maximize profit, and buyers want to minimize cost. Can they really both meet their
Leadership is the ability to motivate others to risk, sacrifice and engage. It’s not necessarily a job title or position—there are times when you will have to lead but you won’t have the power structure that generates leverage. So what can you do to influence others in these situations? One strategy is to frame a
Power usually moves down organizational hierarchy and through customers to client-facing teams to support functions. With each pass through level or functional silo, people get further away from the epicenter of strategy and market demand. This distancing pushes people away from the planning process and into need fulfillment. The result is organizations filled with functional
Matt Norman is president of Norman & Associates, which offers Dale Carnegie Training in the North Central US. Dale Carnegie Training is a global organization ...READ MORE