Dec 31, 2011

Global visions, Local roots...realitate sau doar cliseu corporatist?

Iata ca revin cu un ultim articol in acest an care incheie un capitol dar are si menirea de a deschide unul nou...despre care nu stiu foarte multe insa viitorul surprinde intotdeauna intr-un fel sau altul...

"Global visions, local roots"...o expresie tot mai des intalnita in mediul corporatist modern care pare sa explice cum ca mai toate companiile multinationale care se respecta si care au o cultura de business bine ancorata si dezvoltata promoveaza ideea de liniaritate in ce priveste viziunile si misiunea la nivel global coroborate cu adaptarea la mediul local al fiecarei tari in care isi desfasoaara activitatea.

Insa cat din definitia de mai sus este realitate aplicata si cat este doar ceva sa fie acolo, sa para ca aceste companii sunt interesate de cultura locala si nimic mai mult...
Cate dintre companiile care isi desfasoara activitatea si in Romania chiar sunt interesate de cultura locala de business astfel incat sa isi adapteze cu succes viziunea globala?

Acest articol este mai degraba o intrebare deschisa deoarece e destul de dificil sa faci un sondaj pentru a concluziona daca este asa sau nu...

Chiar mi-ar placea sa vad comentarii cu parerile cititorilor despre aceasta tema pentru ca de fapt experienta fiecaruia dintre noi poate sa ne conduca catre o concluzie sau alta.

Ce pot eu insa sa spun din proprie experienta este ca orice business este creat si coordonat de catre oameni si tot oamenii sunt aceia care pot sa duca mai departe si sa adapteze viziunea globala la culturile locale. Cum se face acest lucru cred ca este foarte important pentru ca automat aici ajungem la subiectivism si la capacitatea fiecaruia de a interpreta viziunile si valorile unei companii astfel incat sa poata adapta business-ul la pietele locale.

In Romania cred ca exita foarte putine companii care sunt cu adevarat interesate sa adapteze viziunile corporatiste globale astfel incat sa poata fi intelese corect la nivel local si ca urmare business-ul sa fie un succes... multe alte companii chiar de renume mondial fac acest lucru doar ca sa fie facute ca asa trebuie in prezentari grandioase pe sute de slide-uri colorate si aproape aici multa frustrare asupra oamenilor simpli care se intreaba inca..."ce vrea compania asta sa faca in Romania?"..."cum ar ptea sa aplice strategiile de Grup si la noi?"...

Mie inca nu mi-e foarte clar daca nu cumva aceste motto-uri sunt doar de fatada cand de fapt cultura organizationala se bazeaza tot pe romanisme si nimic mai mult...

Voua cum vi se pare ca este?...


Sep 26, 2011

Scurt glosar al celor mai uzitati termeni in activitatea de Procurement

A Glossary of Common Used Procurement Terms

The act of accepting by an authorized representative; an indication of a willingness to pay; the assumption of a legal obligation by a party to the terms and conditions of a contract.
The act of acquiring goods and services (including construction) for the use of an activity through purchase, rent, or lease. Includes the establishment of needs, description of requirements, selection of procurement method, selection of sources, solicitation of procurement, solicitation for offers, award of contract, financing, contract administration.
An addition or supplement to a document; e.g., items or information added to a procurement document or to a contract in place.
A duly executed and legally binding contract; the act of agreeing.
A written modification to a contract or purchase order or other agreements.

A result intended in the acquisition of all goods and services. Price must be one of the evaluation criteria when acquiring goods and services. Other evaluation criteria may include, but are not limited to environmental considerations, quality, and vendor performance.
A contract under which a vendor agrees to provide goods or services on a purchase-on-demand basis. The contract generally establishes prices, terms, conditions and the period covered (no quantities are specified); shipments are to be made as required by the purchaser.
A specification that uses one or more manufacturers brand names or catalog numbers to describe the standards of quality, performance and other characteristics needed to meet the requirements of a solicitation and provide for the submission of equivalent products.

A transportable article of trade or commerce that can be bartered or sold.
Something of value given or done as recompense that is exchanged by two parties; that which binds a contract.
Any written instrument or electronic document containing the elements of offer, acceptance, and consideration to which an agency is a party.
The management of all actions after the award of a contract that must be taken to assure compliance with the contract; e.g., timely delivery, acceptance, payment, closing contract, etc.
A person/company who agrees to furnish goods or services for a certain price; may be a prime contractor or subcontractor.
The combining of requirements of two or more units to obtain the benefits of volume purchases and/or reduction in administrative expenses.

A business that maintains a store, warehouse, or other establishment in which a line or lines of products are kept in inventory and are sold to the public on a wholesale or retail basis.
The formal handing over of property; the transfer of possession, such as by carrier to purchaser.
A specification setting forth the required characteristics to be considered for award of contract, including sufficient detail to show how the product/service is to be manufactured/provided.
The place to which a shipment is consigned.
Merchandise which is shipped by a manufacturer directly to a customer in response to the seller who collects orders but does not maintain an inventory.

A threat to public health, welfare, or safety that threatens the functioning of government, the protection of property or the health or safety of people.
A product or service that has a lesser or reduced impact on human health and the environment when compared with competing products or services that serve the same purpose. Such products or services may include, but are not limited to those which contain recycled content, minimize waste, conserve energy or water, and reduce the amount of toxics either disposed of or consumed.
Used to indicate that an item may be substituted for a required item if it is equal in quality, performance and other characteristics.
A contract provision which permits the adjustment of contract prices by an amount or percent if certain specified contingencies occur, such as changes in the vendor's raw material or labor costs.
The examination of responses after opening to determine the vendor's responsibility, responsiveness to requirements, and other characteristics of the solicitation relating to the award.

The 12 months between one annual settlement of financial accounts and the next; a term used for budgeting, etc.
A solicitation which requires a sealed response.

All types of personal property including commodities, materials, supplies, and equipment.

A solicitation which does not require a sealed response.
A contract between an insurance company and a person or group which provides for a money payment in case of covered loss, accident or death.
A list of goods or services sent to a purchaser showing information including prices, quantities and shipping charges for payment.

The temporary association of two or more businesses to secure and fulfill a procurement bid award.

The time that it would take a supplier to deliver the goods after receipt of order.
A contract conveying from one entity to another the use of real or personal property for a designated period of time in return for payment or other consideration.
One to whom a lease is granted.
One who grants a lease.
A procurement evaluation technique which determines the total cost of acquisition, operation, maintaining and disposal of the items acquired; the lowest ownership cost during the time the item is in use.
An item of supply or service specified in a solicitation for which the vendor must specify a separate price.
The price of an article published in a catalog, advertisement or printed list from which discounts, if any, may be subtracted.
The vendor with the lowest price whose past performance, reputation and financial capability is deemed acceptable.

Required by the order stipulated, e.g., a specification or a specific description that may not be waived.
A business that makes or processes raw materials into a finished product.
The aggregate forces (including economics) at work in trade and commerce in a specific service or commodity. To sell, analyze, advertise, package, etc.
Embraces all functions of acquisition, standards, quality control and surplus property management.
Contracts awarded to more than one supplier for comparable supplies and services. Awards are made for the same generic types of items at various prices.

Requests for proposals are sometimes used as a starting point for negotiations to establish a contract. RFPs generally include more than just price considerations. This method is especially applicable when dealing with a single source manufacturer.
Price after all discounts, rebates, etc., have been allowed.
A response to a solicitation for bids stating that respondent does not wish to submit an offer. It usually operates as a procedure consideration to prevent suspension from the vendors list for failure to submit a response.

A provision (or exercise of a provision) which allows a continuance of the contract for an additional time according to permissible contractual conditions.

A document which itemizes in detail the contents of a particular package or shipment.
The payment authorized in a contract upon delivery of one or more units called for under the contract or upon completion of one or more distinct items of service called for thereunder.
By the day.
A contract of guarantee, executed subsequent to award by a successful vendor to protect the buyer from loss due to the vendor's inability to complete the contract as agreed.
A specification setting forth performance requirements determined necessary for the item involved to perform and last as required.
(shipping point)
The location where a shipment is received by a transportation line from the shipper.
An advantage in consideration for award for a contract granted to a vendor by reason of the vendor's residence, business location, or business classifications (e.g., minority, small business).
The screening of potential vendors in which such factors as financial capability, reputation and management are considered when developing a list of qualified vendors.
The amount of money that will purchase a definite weight or other measure of a commodity.
A contractual agreement in which a purchaser contracts with a vendor to provide the purchaser's requirements at a predetermined price. Usually involves a minimum number of units, orders placed directly with the vendor by the purchase, and limited duration of the contract. See Blanket Order and Requirements Contract.
Agreement among competing vendors to sell at the same price.
The combined functions of purchasing, inventory control, traffic and transportation, receiving, inspection, store keeping, and salvage and disposal operations.
The only items that can perform a function and satisfy a need. This should not be confused with "single source." An item can be proprietary and yet available from more than one source. For example, if you need a camera lens for a Nikon camera, the only lens that will fit is a Nikon lens, thus, this lens is "proprietary." However, the Nikon lens is available from more than one source, thus, it is not single source.
The process of obtaining goods and services for public purpose following procedures implemented to protect public funds from being expended extravagantly or capriciously.
A document that stipulates rules and prescribes procedures for purchasing with suppliers and other departments.
The signed written acceptance of the offer from the vendor. A purchase order serves as the legal and binding contract between both parties.

A vendor determined by a buying organization to meet minimum set standards of business competence, reputation, financial ability and product quality for placement on the vendor list.
A list of products that, because of the length of time required for test and evaluation, are tested in advance of procurement to determine which suppliers comply with the specification requirements. Also referred to as an "approved brands list."
The composite of material attributes, including performance features and characteristic, of a product or service to satisfy a given need.
Amount or number.
A reduction in the unit price offered for large volume contracts.

A rental contract giving the right to use real estate or property for a specified time in return for rent or other compensation.
A solicitation in which the terms, conditions, and specifications are described and responses are not subject to negotiation.
A solicitation in which it is not advantageous to set forth all the actual, detailed requirements at the time of solicitation and responses are subject to negotiation. Price must be a factor in the award but not the sole factor.
An internal document that a functional department (stores, maintenance, production, etc.) sends to the purchasing department containing details of materials to meet its needs, replenish stocks or obtain materials for specific jobs or contracts.
One who submits a response to a solicitation document.
The offer received from a vendor in response to a solicitation. A response includes submissions commonly referred to as "offers," "bids," "quotes," or "proposals."

A method determined by the commissioner to prevent the contents being revealed or known before the deadline for submission of responses.
Unless otherwise indicated, both professional or technical services and service performed under a service contract.
An acquisition where, after a search, only one supplier is determined to be reasonably available for the required product, service or construction item.
The process used to communicate procurement requirements and to request responses from interested vendors. A solicitation may be, but is not limited to a request for bid and request for proposal.
A concise statement of a set of requirements to be satisfied by a product, material or process that indicates whenever appropriate the procedures to determine whether the requirements are satisfied. As far as practicable, it is desirable that the requirements are expressed numerically in terms of appropriate units, together with their limits. A specification may be a standard, a part of a standard, or independent of a standard.
An item's characteristic or set of characteristics generally accepted by the manufacturers and users of the item as a required characteristic for all such items.
The process of defining and applying the conditions necessary to ensure that a given range of requirements can normally be met, with a minimum of variety, in a reproducible and economic manner based on the best current techniques.

The recording of responses for the purposes of comparison, analysis and record keeping.
A phrase generally applied to the rules under which all bids must be submitted and the stipulations included in most purchase contracts; often published by the purchasing authorities for the information of all potential vendors.

The price of a selected unit of a good or service (e.g., pound, labor hours, etc.).

An organized effort directed at analyzing the function of systems, products, specifications, standards, practices, and procedures for the purpose of satisfying the required function at the lowest total cost of effective ownership consistent with the requirements for performance, reliability, quality and maintainability.
Someone who sells something; a "seller."
A list of names and addresses of suppliers from whom bids, proposals and quotations might be expected. The list, maintained by the purchasing office, should include all suppliers who have expressed interest in doing business with the company.

The representation, either expressed or implied, that a certain fact regarding the subject matter of a contract is presently true or will be true. Not to be confused with "guarantee," which means a contract or promise by one person to answer for the performance of another person.


Aug 6, 2011

Guerrilla negotiating - Unconventional Weapons and Tactics to Get What You Want

O carte intr-adevar de capatai pentru cei care doresc sa afle din tainele negocierii de guerrilla.
O carte scrisa intr-un stil dur, foarte realist si cu exemple foarte bine nuantate.
Iata mai jos un preview, un flavour al acestei lucrari care merita citita/ascultata chiar si din curiozitate.



Jul 18, 2011


In libertatea constiintei mele, atunci cand ea nu e adormita, ma mir de ceea ce pot simti. Atata bine. Ma mir ca atunci cand ratiunea e pusa pe liber, ceea ce pana acum mi se parea poate catastrofic, de neconceput, pare atat de simplu si firesc. Atat de bun. Si nu pot sa ma abtin sa nu ma intreb: este tristetea rodul ratiunii? Este fericirea, de fapt, starea de spirit de drept a fiintei noastre?
Ancorati in cliseele de dupa care abia mai putem respira, ne oprim cateodata din mersul anevoios si dam la o parte, unul cate unul, straturile de praf care ne-au amortit simtirea. Ar trebui sa descoperim atunci ca nu ne mai doare o vorba spusa de cineva drag, caci realizam ca ne doare, de fapt, motivul rational pe care il gasim atunci pentru ea. Tristetea, suferinta, sunt consecintele gandurilor noastre si nu ale sufletului nostru. Descoperim ca iubirea pentru acel drag e ceea ce razbate, in fapt, din sufletul nostru. E oare asa?
Ca sa putem intelege, ar trebui, poate, sa trecem intr-un alt registru. Am citit undeva ca nu exista fericire. Ca ceea ce noi numim asa, e absenta suferintei. Asadar, ca am avea doua stari native: de suferinta si de ne suferinta. Antagonismul e aplicabil la orice termeni: nu exista bine, exista doar absenta raului. El se poate, insa, aplica si in revers: nu exista intuneric, exista doar absenta luminii. Si-atunci te intrebi care sunt notiunile reale si care sunt cele create de noi? Cele pozitive, cele negative sau ambele coexista in fapt. Ambele sunt rodul atat al mintii, cat si al sufletului?
Singurul element la care ma pot raporta ca sa gasesc raspunsul ar fi acela sa incerc sa inchid ochii si sa ma intreb daca diminetile, la jumatate de clipa de trezire, inaintea oricaror ganduri, simt bine. Daca atunci cand ma ia somnul, in milisecunda de dianainte de a-mi pierde cunostiinta intr-ale viselor, simt bine. Cu alte cuvinte daca in acel punct zero dintre subconstient si constient, simtim bine.
Va las sa faceti acest exercitiu si sa trageti singuri concluziile...


Jul 15, 2011

Compromisul de a face compromis

Traim in doua lumi. As fi tentat sa spun ca doar unii dintre noi, dar as fi prea dur sa gandesc ca, chiar si aceia care par a nu se opri niciodata dupa goana de a-si urmari obiectivele materiale, nu se opresc macar o clipa sa zaboveasca, sa-si traga sufletul si sa-l intrebe cum o mai duce...

Traim oricum in doua lumi: cea exterioara si cea interioara care ,impreuna, formeaza viata. Fiecare are propriul procentaj. Fiecare a decis singur cat de mult dedica corpului, mintii, sufletului, cat se indeparteaza de sine si se apropie de standardizarea uriaselor masinarii de trait, cat de mult se apropie de infinit si cat de finit, cat devin papusarii propriilor lor interioare si cat descatuseaza barierele imaginarului model de copiat vieti.

Una fara alta nu se poate. Uman vorbind, nu este posobil. A trai doar in interior te face aproape sfant, iar a trai doar in exterior te face nepamantean, in aceptiunea lirica a termenilor. Unde se termina una si unde incepe cealalta?

Una e finita pentru ca regulile inventate sunt intr-un numar finit, cealalta e infinita pentru ca nu poti sti nicicand cat de mult poti patrunde in abisurile si inaltarile sufletului tau. Oricand te poate uimi un fior, oricand poate aparea o sagetare pe care n-ai experimentat-o niciodata.

Una e reala, cealalta e compromis. Pentru ca nu ai cum sa faci compromis cu infinitatea, nu ai motiv, nu ai ce negocia acolo, nimic din ce s-ar putea "vinde" nu are pret, pentru ca nu exista element de referinta in infinitate. Intrebarea e unde si cand faci compromisul? Cat de mult poti intinde coarda fara sa fii catalogat drept nebun?

Ne confruntam cu totii zi de zi cu compromisul de a face compromis. Si nu-l mai percepem ca pe ceva negativ, atat de prezent e in vietile noastre. Doar cand contravine flagrant si ne trezeste violent constiinta, il catalogam ca atare si, uneori, luptam pentru a-l infrange. In rest... Ramanem lucizii nebuni a ceea ce tot noi am numit viata si aratam cu degetul spre nebunii lucizi ai unei lumi aproape pierdute...


PS. Si pentru cine nu are rabdare sa citeasca atat de mult, melodia atasata spune tot...

Jul 14, 2011

Despre individualitate

Sunt ceea ce sunt si nu ma opresc. A te opri din fiinta ta e echivalent cu o mutilare sau o sinucidere. Oare Dumnezeu ne-a facut diferiti ca noi sa incercam sa schimbam si sa fim la fel? Greu de crezut... Compromisul merge mana in mana cu renuntarea la individualitate si slabeste genele speciei numita suflet. De ce am fi o masa amorfa care gandeste si actioneaza dupa aproximativ aceleasi reguli cand esentele noastre se transpun in diverse si felurite arome?...cand din completarea lor se naste parfumul vietii si desavarsirea?...

Sunt ceea ce sunt si nu ma opresc. Pentru ca daca n-as mai fi ceea ce sunt, cine as fi? Cat de usor e sa-ti pierzi identitatea si cat de greu e sa-ti dai seama de preaplinul comparatiilor si al tanjelilor dupa ceea ce au, simt si sunt ceilalti, uitam ca unicitatea e singura forma care desavarseste si ca orice altceva implica uitare de sine. Si-atunci cand uiti de tine cum ai putea sa fii fericit?

Sunt ceea ce sunt si nu vreau sa ma opresc. Pentru ca lupta pe care o duc e lupta pentru singurul lucru real din noi, neschimbabil, inexplicabil pe care nu il intelegem niciodata si de aceea ne e atat de greu sa-l scoatem de dupa zavoarele bine ferecate ale intregului nostru: sufletul.


Despre ridicol...

Ne cramponam in cutume, in conveniente sociale, in reguli si in retete generale si uitam sa fim noi si sa ne exploatam limitele. Uitam sa dezlegam spiritul de sforile nevazute ale rutinei, ale sacrificiului de zi cu zi. Visarea isi mai gaseste rar un loc in inghesuiala de ganduri rationale. Liniile drepte si ascutite iau locul curbelor dulci si cercurilor infinite si traim in minciuna de a fi rationali. Ne ies o gramada de lucruri si ne intrebam de ce nu ne simtim fericiti pe deplin, ce ne lipseste, ce condimente mai trebuie adaugate la pranzul vietii noastre. Uitam ca ne lasam sufletul flamand si ca il pacalim din cand in cand cu cate un vis care ne strabate efemer fiinta. Si daca prin absurd ne-ar strapunge ideea ca l-am putea transforma in realitate, o alungam imediat, caci visul e imaterial, nu-l poti atinge, nu poate fi materializat in concret. Si totusi ne intrebam de ce nu suntem fericiti pe deplin. Ne afundam cu jind in trucajele a ceea ce dorim evident sa simtim - in filmele pline de dramatism, in scrierile pline de trairi voluptoase si imprumutam si noi pentru moment din extazul lor pentru ca dorim cu ardoare sa le furam nectarul. Nu fara a ne asigura ca toate acestea nu pot fi niciodata reale pentru noi. Si asta pentru ca nimeni nu garanteaza reusita. Nimeni nu e dispus sa renunte la convenientele, regulile, cutumele, rutina care ne incatuseaza. Teama de a fi fericit e una dintre cele mai mari blesteme ale omenirii. Iar curajul de a cauta neobosit fericirea e una dintre cele mai mari virtuti. Asa ca nu ne ramane decat sa ne incolonam in tacere in marsul dintre zidurile ratiunii noastre si sa pretindem ca am ajuns sa cunoastem ceea ce intotdeauna ne va lipsi.

PS. Thx


Apr 13, 2011

Going Dark - o noua metoda de negociere de guerilla

Am citit intr-o publicatie despre tot mai multi retaileri care au probleme cu vanzarile si isi inchid locatiile in care isi desfasoara activitatea, de obicei cele care se afla in mari centre comerciale.
Insa cele mai multe contracte de inchiriere specifica penalizari foarte mari la rezilierea lor, astfel ca firmele care opereaza spatiile prefera sa inchida usile magazinului si sa plateasca n continuare chiria pana la finele contractului.
Aceasta este o metoda care prejudiciaza imaginea respectivelor centre comerciale astfel ca proprietarii sunt nevoiti sa revina catre chiriasi si sa rediscute contitiile contractuale.
Aceasta metoda care se numeste "going dark" sau "chiria fantoma" a inceput sa fie folosita din ce in ce mai mult in Statele Unite si in Europa Occidentala.
In curand sunt foarte sigur ca si retailerii din Romania vor apela la aceasta metoda de guerilla pentru a forta scaderea chiriilor.
Cat despre companii mari cu portofoliu bogat in cladiri care incep sa foloseasca acest tip de negociere pentru chiriile spatiilor, sunt sigur ca cel putin una a inceput sa foloseasca aceasta metoda....iata cum metodele de negociere de guerilla se diversifica din ce in ce mai mult...