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Straight To The Bottom Line by Shelley Stewart, Michael Katzorke, Douglas Smock, Robert Rudzki

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8

Measurement and Expectations

Show Me the Money!

If you’re not keeping score, you’re just practicing.

—Vince Lombardi,

football philosopher

Measurement

CEOs, COOs, or CFOs, when asked “how is your purchasing department performing?” will often respond:

The purchasing department reports great results, year after year, but I can’t find the savings figures on the bottom line of my income statement.

Purchasing executives, when reporting their cost reduction results, often hear the following questions from their internal clients:

FigureAre these savings real?

Are these numbers net of inflation?

How were these figures calculated?

What are these compared ...

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