A Practical Guide to E-auctions for Procurement

Jacob Gorm Larsen is Head of Digital Procurement in Maersk with responsibility for the execution of the digital transformation of procurement. For the past 15 years he has been part of the procurement team at Maersk including responsibility for developing and operating the e-sourcing program for more than a decade.

Section - SECTION ONE: Understanding eSourcing and eNegotiation;


Chapter - 01: What is an eAuction?;
Chapter - 02: Applicability, when can you use eAuctions?;
Chapter - 03: The history of eAuctions;
Chapter - 04: Value in a theoretical perspective;


Section - SECTION TWO: eNegotiation strategy;


Chapter - 06: Game theory - eNegotiations as a strategic game;
Chapter - 07: Negotiation theory;
Chapter - 08: eAuction formats;
Chapter - 09: eNegotiation strategy objectives;
Chapter - 10: Supplier relationships - maintain relationships;
Chapter - 11: eNegotiation strategy framework;


Section - SECTION THREE: Bidder engagement;


Chapter - 12: The value proposition for suppliers;
Chapter - 13: Supplier communication;
Chapter - 14: Supplier Training;


Section - SECTION FOUR: Driving usage and adoption;


Chapter - 15: Introduce a Center of Excellence (COE) for Support, Technology and Governance;
Chapter - 16: Ensure executive support to eAuctions;
Chapter - 17: Make it strategic;
Chapter - 18: Drive it with hard KPI's;
Chapter - 19: Address the myths;
Chapter - 20: Re-inventing yourself every year;
Chapter - 21: Examples of best-practice;
Chapter - 22: The selling never stops;


Section - SECTION FIVE: The future of eNegotiation;


Chapter - 23: The accelerating digitization of negotiations;
Chapter - 24: AI powered negotiation guides;
Chapter - 25: Automating negotiation processes;
Chapter - 26: The future of eAuctions, cup half full or half empty

"There are a lot of myths on the use of e-Auctions. Jacob Gorm Larsen explains how e-Auctions can help procurement employees as well as suppliers to gain benefits by taking the further steps into the digital negotiation era."

"An absolute must read for everyone in the procurement community, and not only for people with an interest in e-auctions. Although the book is very rich on both empirical data and theory, it's very readable. I really hope all procurement people will read this book to understand the full potential of e-auctions, an area still full of myths about why e-actions are not applicable in exactly their category."

"If you are serious about improving your savings numbers you need to use e-auctions as part of your procurement negotiation strategies - this book will provide the needed insights and practical guidance to successfully start or re-launch your e-auction program and enable you to reclaim the savings that have been left at the table."

"This is exactly what Procurement teams around the world need right now - mastering e-Auctions is a crucial part of being a world class negotiator and this is too often overlooked. Jacob has put every piece of his vast experience into this book to enable us to collaborate better with our suppliers and drive more value, faster."