At Prysmian, a world leader in the manufacture of high-tech cables for the energy and telecommunications industry, procurement is not for the faint-hearted. The raw materials that go into the manufacture of a high-voltage power transmission cable are subject to constant price fluctuations. From their Milan headquarters, purchasers must learn to live with volatility.

Relentless cost pressure is challenging the procurement function as never before. For Dr. Volker Pyrtek, CPO of telecoms giant Deutsche Telekom, the new status and scope of the profession has resulted in a place on the company’s executive operating board. But don’t expect procurement’s potential to be taken on faith, he warns, a reputation has to be earned.

Personal contacts and saving face are key to sealing the deal in China. Where Westerners tend to look for clear alternatives (option A instead of option B), the Chinese may examine ways to combine both options, writes Christopher Crosby in CNN Traveller.