Chair of Business Negotiations & Procurement I

WHU students discuss real-life strategies

Guest session with A.T. Kearney on supply management

On October 15 and 16, our team welcomed Peter Scharbert from A.T. Kearney in the courses “Supply Management” & “Sourcing: Managing the Firm’s supply base” (BSc-Program). In interactive sessions, Peter Scharbert shared detailed insights on real-life project work, addressed current challenges in procurement and elaborated on advanced approaches such as game theory-based negotiation tactics.

Peter Scharbert is a Vice President at A.T. Kearney and has been working for the firm since 1999, focusing on procurement-related topics. A.T. Kearney is an international strategic management consultancy with strong expertise in procurement. The firm has offices in 40 countries and has a workforce of roughly 3,500 employees.

Guest sessions are a key element in the research-based and practice-focused supply management courses at WHU. Across industries, companies ‘invest’ 50% of what they earn on the sales side into their suppliers. Selecting cost-competitive, innovative, and flexible suppliers is therefore essential for companies. Against this background, it is only logical that at WHU as one of the leading business schools in Europe integrated a compulsory supply management core course in its BSc-Program. WHU’s leading position in SCM research results in innovative and empirically-based course contents. Content-rich field trips and guest sessions with experienced practitioners are carefully integrated into the overall flow of each course to maximize the learning impact for all students.