Author
Claudio Tartaglia
Strategic Sourcing and Procurement Leader
Claudio Tartaglia writes on strategic sourcing, procurement operations and supplier management. The articles here focus on where sourcing programs actually succeed or stall in practice, rather than on technology trends.
Areas of focus
- Strategic sourcing
- Procurement
- Supply chain management
- Vendor management
- Contract negotiation
- Procurement automation
- Supplier relationship management
- Cost reduction
Articles by Claudio Tartaglia
- Your Supplier Scorecard Probably Is Not Doing Anything
Across 740 measured effects, performance-based contracting showed no reliable advantage by itself and was actively harmful in one case in five. Measuring outcomes was what separated the successes.
- The Negotiation Is Decided Before the Concessions Start
Research on first offers shows the opening number predicts the settlement more than the concession sequence does, and that the effective counter is not a counter-offer at all.
- Specifier-Driven Categories: Where Price Actually Changes Minds
Where a specifier outranks the buyer, price information moves the choice within a technical class and does nothing across one. Most savings cases are aimed at the wrong side of that line.
- Supply Chain Resilience Strategies 2026: From Risk to Action
Reactive risk management is a liability in 2024. Here's how leading procurement teams, from Nissan to AI-native platforms, are building resilience before disruption hits.