Jonathan is the CEO of global specialist consulting and training provider Positive Purchasing and the creator of the Red Sheet Negotiation tool. He is also an award-winning author of three books in the strategic procurement and negotiation space with his latest, the second edition of Negotiation for Procurement Professionals, published last October. <br /><br />Jonathan works with companies all over the world to implement advanced negotiation capability, Category Management and SRM. The company's track record includes major global programmes and training for FTSE100 and Fortune500 companies including BP, KPMG, Associated British Foods, Compass Group, Mayo Clinic, NHS, MasterCard, Everything Everywhere, Novartis, and Heinz. In addition, last year Positive Purchasing was awarded a place on the G-Cloud 8 (G8) Framework for the supply of cloud-based strategic procurement and negotiation Academies, competency assessment and supporting services to the UK public sector and arm’s length bodies.
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Bio

Jonathan is the CEO of global specialist consulting and training provider Positive Purchasing and the creator of the Red Sheet Negotiation tool. He is also an award-winning author of three books in the strategic procurement and negotiation space with his latest, the second edition of Negotiation for Procurement Professionals, published last October. <br /><br />Jonathan works with companies all over the world to implement advanced negotiation capability, Category Management and SRM. The company's track record includes major global programmes and training for FTSE100 and Fortune500 companies including BP, KPMG, Associated British Foods, Compass Group, Mayo Clinic, NHS, MasterCard, Everything Everywhere, Novartis, and Heinz. In addition, last year Positive Purchasing was awarded a place on the G-Cloud 8 (G8) Framework for the supply of cloud-based strategic procurement and negotiation Academies, competency assessment and supporting services to the UK public sector and arm’s length bodies.

Recent Posts

Benefits of Looking at Supply Chain Management As Part of an SRM Approach

September 4, 2018

Although not traditionally regarded as such, supply chain management (SCM) is a key component of an SRM (Supplier Relationship Management) approach. But what exactly is SCM? There are many definitions around and the one that I favour (Christopher 2011*), while a few years old, is perhaps one of the simplest: The management of upstream and downstream relationships […]

The Five Factors That Shape How We Buy

February 22, 2018

Effective buying requires skill, one that enables us to determine exactly how we should buy in any given situation.   As part of this we must consider where we might buy from, our needs and wants, and the most effective way to satisfy these. We must also consider the relationship with our suppliers and how a contract will […]

Avoiding the CatMan Badge: How to Make Sure Your Organization Doesn’t Fall Into an All Too Common Trap

November 27, 2017

The same old buying approach badged as Category Management will fail to deliver results.Category Management is a core strategic procurement approach in modern organizations. Well implemented, it is a game changer and is essential to securing substantial benefits and building competitive advantage.  However, many organizations fail to realize the true extent of the benefits possible. […]

Negotiation In The Public Sector – And How To Do It

June 1, 2017

Public sector procurement often requires a different negotiation approach to that used in the commercial sector. It may seem obvious to some, but why is that? Quite simply, in public sector organisations, the strategic imperatives are different.  What Are the Main Differences? First and foremost, there are different objectives for the public sector. Organisations are […]