Debbie Wilson

A member of the Gartner Blog Network

Entries Categorized as 'Vendor Vulnerability'


Evaluating Your IT Vendor’s Financial Performance

by Debbie Wilson  |  January 4, 2010  |  Comments Off

Understanding Gartner’s Finanical Ratings of IT Vendors (subscription required) details how Gartner baselines vendor’s financial performance .  Nope its not procurement, but yep its an updated version of the model developed on Cool Tools for Purchasing.  (Alright, I admit it, I’m tickled to see this model more broadly adopted!)   The basics of the rating include cash flow [...]

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Category: Research Library (Subscription/Purchase Required) Vendor Vulnerability     Tags:

The Gartner Procurement Q4 2009 Heat Map

by Debbie Wilson  |  December 24, 2009  |  3 Comments

I took advantage of a bit of quiet time this lovely Christmas Eve to update the heat map for my end-user client interactions this quarter.  Here are some interesting take-aways:  I spoke directly with eighty-five unique end user organizations, up from 82 in Q4 2008 Hottest topics are Procure-to-pay (level from Q3); enterprise contract management [...]

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Category: Contract Management E-Procurement Master Data Management Procurement Heat Map Procurement Market Research Reverse Auctions Spend Analysis Strategic Sourcing Supplier Performance Management Vendor Vulnerability     Tags:

How Not To Use Procurement Leverage: Bullying 101

by Debbie Wilson  |  April 21, 2009  |  Comments Off

Last week, I commented on Professor Rob Handfield’s overly supplier-centric recommendations on helping distressed suppliers through a financial crisis. No one could accuse Anheuser-Busch InBev NV, a global brewing giant, of being too considerate of its suppliers.  According to”AB InBev Suppliers Feel Squeeze,” from the April 17th US edition of the Wall Street Journal, this [...]

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Category: Cost Cutting Risk Management Vendor Vulnerability     Tags:

Vendor Vulnerability 101: Assessing Financial Performance

by Debbie Wilson  |  April 9, 2009  |  Comments Off

The down economy and the tightness of capital markets of 2009 will lead to significantly higher levels of vendor bankruptcy, instability and closure.  Figure out whether your vendor is a dominator, leader, fighter, survivor or flailer; and establish an effective scope for a vendor vulnerability program. Use observable vendor behavior, financial ratio analysis and qualitative [...]

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Category: Research Library (Subscription/Purchase Required) Risk Management Strategic Sourcing The Business of Software Vendor Vulnerability     Tags:

Vendor Vulnerability – Handfield’s Flawed Recommendation

by Debbie Wilson  |  April 6, 2009  |  7 Comments

I can’t seem to get Dr. Robert Handfield’s recent, astonishing Wall Street Journal out of my head.  In “United They Stand,” Handfield argues that buying companies should proactively help critical suppliers avoid financial failure.  He argues that the traditional response of “standing by while your supplier fail” or even causing further damage by pushing for [...]

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Category: Procurement Market Research Vendor Vulnerability     Tags: