Thanks to the power of online collaboration, social media has played an essential role in helping supply chain and procurement professionals manage COVID-19.
Where would we be without social media? Imagine trying to navigate through this crisis without the support of your social networks. At Procurious, we have provided a safe space for our almost 40,000 (we’re at 39,964 as I write!) supply chain and procurement leaders all over the world. We’ve played our small part in helping our members step up to the plate, curveball after curveball.
In honor of World Social Media Day, it’s only right that we tip our hats off to how far we’ve come as a community. We’ve helped our members find jobs, advance in their careers, make critical connections across the world and collaborate to tackle some truly complex and exciting challenges. We’re extremely proud.
Today, we’re reflecting on a few of the many reasons social media has become a professional powerhouse:
1. It can help anyone, anywhere in the world
Think of how big your network would be without the virtual groups, forums, discussions and networks you’re a part of today. The best part is the skies the limit —and communities like ours are growing every day.
But even beyond individualized benefits, influencers like Professor Karsten Machholz, from the University of Applied Sciences Würzburg-Schweinfurt (or FHWS) in Germany, demonstrated the impact users can make when they use their platform for the greater good. Amidst the crisis, 65% of businesses were required to quickly source alternative suppliers for affected categories. And while procurement’s response was mostly impressive, some organisations are still struggling. Social media has allowed Karsten to play a huge role in recovery. “With the use of my procurement and supply chain networks like Procurious, I am trying to help companies find alternative suppliers in order to make their supply chains run again.”
Joanna Martinez, founder of Supply Chain Advisors LLC is another example of influencers leveraging social media to make an impact and help others. “Watching all the people being furloughed or laid off, I started ‘Pay it Forward Fridays’, where I use my connections and expertise to help people begin the journey back to employment. I’ve been a practice interviewer, a speaker to Zoom groups focused on the job search, have proofread resumes, made connections, and been a reference. I haven’t found a person yet that I haven’t been able to help in some way.”
2. The more we put in, the more we get out
Since coming together to prove our organisational value, we’ve made monumental strides in outshining old stereotypes and proving our organisational worth. Still, we’ve come too far to lose our seat at the executive table.
When asked about the pressures of today’s environment, Chief Heart Officer of SupplyChainQueen, Sheri Hinish, explained that COVID-19 has taught us a valuable lesson. “We are ONE planet – each of us interconnected in ways we may not be aware of or see. You can’t watch the news without hearing supply chain nowadays…. Literally, we are seeing that supply chains have the ability to save lives and power the world we share.”
This requires us to learn more and give more: to society and our professional networks. Social media makes this possible.
3. It boosts collaboration
Although much of the world is still at home, social media has brought our community closer than ever. “The pulse for information due to COVID has created a space for helping others better understand and prepare for external risks, visibility, social and environmental insights that are all tied to building resilient and transparent supply chains.” – Sheri Hinish, SupplyChainQueen.
It’s clear the support we’ve given each other is admirable. Beyond that, we’re progressively moving and adding value outside of our normal realm. For example, some procurement teams have contentious relationships with their suppliers. But according to Sarah Scudder, President at Real Sourcing Network, the dynamic must change – and social media is helping pave the way. “COVID-19 is forcing companies to save money and be more efficient… I want all procurement professionals to believe in collaboration and teamwork with suppliers instead of ‘us versus them’.”
There is no “I” in team. Effective collaboration requires communication and sharing. It can be especially uncomfortable if your organisation is doing something for the first time. But, who says you can’t borrow from another playbook? That’s what makes professional networks so unique. Chances are, someone out there has tackled a similar issue to whatever you are facing today… and they’re willing to share what they learned.
4. Online communication can be just as personal and productive
Our own Principal Advisor Helen Mackenzie proved connecting virtually doesn’t need to be any less intimate than meeting face-to-face. “I’ve been working hard to connect CPOs with each other. We’re having virtual coffee breaks where three or four of us come together just for a chat and to exchange information, insight and ideas. I like to think that being that community connector, which after all is what we’re about at Procurious, has helped the CPOs I’ve shared a virtual coffee with feel that they are part of a wider network that’s there to support each other.”
With major changes ahead, it’s critical we keep up the momentum. The most rookie mistake supply chain and procurement leaders can make is not being receptive to further change. As Dave Food, Strategy Director at Prophetic Technology expertly puts it: “The future is full of possibility, say no to the old ways and leverage the new potential. Early adopters are the powerhouse of tomorrow.” And social media is the enabler.
Reaching influencer status on social media in any industry comes down to two things. Procurement and Supply Chain Influencer, Kelly Barner reveals what what they are and why it is important…
With world social media day only moments away, it’s time to reflect on how far the procurement profession has come in promoting itself to the broader business community and the world.
It was only six short years ago that we launched Procurious as the world’s first online network for procurement and supply chain….and since then we have seen a plethora of social media influencers emerge representing our profession.
But before any of us burst onto the scene, Kelly Barner was already here, promoting the work of our profession on Buyers Meeting Point, publishing books and writing original content to help upskill the profession while promoting key individuals, brands, publications and events within the industry.
Thinkers 360 and CPOStrategy Magazine recently recognised Kelly as the number one influencer on social media for procurement. So what has been her secret? How do you become the most influential person in a space where everyone is vying for attention? I reached out to Kelly to find out.
Kelly Barner: In my opinion, reaching influencer status on social media in any industry comes down to two things:
1. Consistently working at it day in and day out. I’ve been sharing and engaging on social media since 2010. In the early days, I didn’t have a following, but I stayed on course, actively promoting my own content and following others and commenting on their content. I use some platforms to help me automatically promote content periodically after the main promotional window is over, but I do 99% of my social media work the ‘old fashioned way’ – I do it myself, as me, every day. If your online brand is important to you, you can’t fake authenticity. Give it 5-10 minutes a day, every day. That is enough to make a noticeable difference.
2. Not generating a following for the sake of the following, but looking at it as a natural (and very valuable!!) byproduct of doing excellent work, writing excellent content, and building real connections with real people. If you are just focused on building up your numbers, you will end up with an audience built for the wrong reason, and those connections won’t help you achieve your primary mission.
Tania: When the field is open wide, it can often be tough to find the courage to “be the first” and get started. I know it found me a while to “find my voice” (and I still may be looking!), but it took a lot of courage to get started sharing my stories on social media.
Kelly: This is one of those cases where it helps not to have any idea what you are doing. I’m sure I made a lot of mistakes along the way (and continue to make them to this day), especially since I don’t have any training in marketing, PR, or social media strategy. But it has helped to have good friends by my side along the way. The procurement community is made up of amazing, generous, inspiring people that never fail to inspire me with new ideas and approaches to tough problems.
Tania: But now the field isn’t wide open, we have a lot of influencers in our space, and in some ways, that could be more daunting – you could feel that you don’t have a unique story to tell, that it’s all been said..and maybe by people that you think are better than you.
Kelly: Everyone has a unique perspective to offer – that is the first, most important lesson I learned from Jon Hansen. He has been my mentor since day one, and early on I asked him why he was helping me. We both had blogs, and I wondered why he didn’t see me as a competitor. He pointed out (in his friendly, genuine way) that as long as we both write from our own point of view, there is no such thing as competition. No one can ever be you, and as a result, you will always have a unique offering to bring to the market. You can also beat people on time and quality. Work faster, and make sure your work is cleaner, that everyone else’s, and the readers will follow.
Tania: I’ve always encouraged our community that they have a lot of great stories to tell. We have such interesting careers, interfacing with so many interesting, unique issues every day.
Kelly: The secret to great writing and social media engagement is… READING! I know that isn’t the most popular activity these days because we are all so busy. But it is absolutely critical. Read content on procurement, supply chain, business, communication – absolutely everything you can get your hands on. I read several newspapers every day as well as blogs, and monthly/quarterly business journals. It is amazing how often inspiration and insight come from unexpected sources. And – back to the idea of having a unique point of view – since no one else will be reading the same mix of sources as you, no one can duplicate your perspective.
Tania: With due cause, COVID has been a hectic time in procurement and on the news scene. Our recent How Now report showed how well our profession handled the stress and actually have an increased interest and commitment to building a career in procurement and supply chain.
Kelly: I think procurement has done an outstanding job keeping the lights on in these unprecedented times. Who else knows how to get hard to find products and services? Who else can be creative about solving problems on the fly? Our companies have relied upon our agility and determination, but so have our families. I’m sure I am not the only procurement professional who applied her knowledge of supply chain management to keep the house stocked with food, medicine and – yes – even toilet paper. We’ve had some odd meals (turkey kielbasa, stewed tomatoes, and buttered toast, anyone?) but we always had something to eat – and I never missed a deadline at Buyers Meeting Point.
Given the additional information supply chains have received since the pandemic began, I think there is good reason to be hopeful that a flood of talented, hardworking professionals from other fields will join procurement and supply chain because of what they have read and seen during the shutdowns.
Tania: Speaking of increasing influence, Kelly, you have just made a big strategic decision to purchase MyPurchasingCenter from another female entrepreneur.
Kelly: MyPurchasingCenter was owned by MediaSolve Group, a B2B Marketing Company led by Michelle Palmer, and it was edited for a long time by another well-known figure in the procurement industry: former Purchasing Magazine Senior Editor Susan Avery. They were both determined that ownership of MyPurchasingCenter go to someone that wanted it for the right reasons; not to part it out or gut its assets, but who would show respect for its legacy as a standalone information resource.
I worked on this acquisition for A LONG TIME. I knew Buyers Meeting Point was uniquely positioned to show the respect that Michelle and Susan wanted to see (and rightly so!) and to create tangible value with the MyPurchasingCenter brand, content, and social media accounts.
Tania: Just like when you started Buyers Meeting Point, this acquisition is a big step, it must have taken courage. Were you nervous about the next step. Can you give any advice to people wanting to take that first entrepreneurial step?
Kelly: My short answer to that question would be, “Just GO!” With the exception of ensuring your personal finances are in a state to support the leap before making it, you can’t overthink the decision to step out on your own. If you do, logic will stack up against the decision to become an entrepreneur every time. Nothing in the world can prepare you for starting a business, but no professional experience offers more riches. The highs and lows, gains and pains are like nothing else. I highly recommend that anyone who gets the ‘itch’ seriously consider acting on it!
Tania: What do you think the profession will look like in five years? What will MPC/Buyers Meeting Point look like in five years?
Kelly: In five years, I think procurement will be a primarily data-driven profession. Technology will be able to handle a lot of the process work we do today, leaving us to analyze data and work at the highest levels of the enterprise to inform and contribute to the development of corporate strategy.
My plan for BMP and MPC is to continue supporting all of the information needs of procurement and supply chain professionals. Five years from now, I imagine the full MPC content archive will be back online and I will have had some other creative spark about how to perpetuate the brand on my own. I can’t wait to find out what I come up with!
Tania: There’s a few things I’ve always admired about Kelly (being a lovely person would be the first), but from a business perspective, that she’s achieved this number one status, that she’s managed to do this without having to leave her family and travel like a madwoman around the globe to build her network and that she’s a great collaborator.
We’ve talked about the achievement of her influence, but what about being able to build this global network without travelling. Kelly, what’s your secret? Do you think face to face is a myth? Has all our Zoom, Webex, etc during COVID proved your approach?
Kelly: This is absolutely a unique point about my experience. I was a consultant traveling almost 100% of the time when I had my daughter 12 years ago. Overnight, I went from jetsetting to full-time first time parent, and it was quite a shock. I joined Buyers Meeting Point in 2009, 4 months before my oldest son was born (referring back to my point about about not overthinking the leap to entrepreneurship – logic would have told me that was a TERRIBLE idea! Who starts a business with a newborn and a 20 month old?). My youngest son was born in 2012, so I have had babies and/or kids for every minute of my entrepreneurial journey. It is amazing what technology will allow you to achieve. I don’t even have a home office. Before COVID-19, I worked at the kitchen table, and after my family all came home to roost full time, I moved to the dining room because I didn’t want peanut butter and jelly splattered on my laptop.
I’m also lucky that I live about an hour from Boston, which brings a lot of people into my backyard. I make the most of those opportunities, and I have met many of my global colleagues – including you, Tania! – in person. There is something magical about sitting face to face across the table from someone you already have an online relationship with.
There is no question that being able to travel would have accelerated my career and influence, but not being able to travel wasn’t a deal breaker. Now that everyone else is in the same boat, I have an advantage because I’ve been working this way for over a decade.
Tania: And collaboration, you’ve always collaborated with others in the profession – Jon Hansen, Phil Ideson, and Stephanie Lapierre to name a few. I totally subscribe to this, we’re going to get a lot further promoting the profession if we all promote each other. What’s been your approach to collaboration? How do you choose who you want to collaborate with? Will you be collaborating more or less with others into the future?
Kelly: Deciding who to collaborate with has always been a gut decision for me. If I like you, there is almost nothing I won’t do for you. I received a ton of goodwill from people who were practically strangers when I was first on my own, and I have made a point of paying that generosity forward. This is another one of those areas where you can’t fake authenticity. If you really like someone, the collaboration comes naturally. If you don’t ‘click’ with someone, nothing can fix it. I’ve actually gotten stomach aches from dealing with certain people over the years, and I trust that 100%. After all, what is the good of taking on all of the risk of being out on your own if you can’t reap the benefits of being able to decide who you will work with and for?
I hope that leaves everyone inspired, with some great practical tips for increasing your own social media influence.
From my own perspective, building a really compelling profile on Procurious is a great way to start promoting yourselves to 40,000 other procurement and supply chain pros around the world…and also connecting with them to solve your daily challenges.
Influence comes in all forms and from a variety of different sources. But, in the digital age, is the nature of influence changing? And how might it change further over the next few years?
does influence look like in your life? Who are the main influencers? Depending
on a great number of factors, including your values, norms, gender, race and
age (amongst many others), the people who have influenced your life to this
point represent a very diverse cross-section of society. And it’s likely that
these influencers will change over the course of your lifetime.
people find and consume information has changed drastically in the past decade.
The relentless growth of social media and digital channels for data, news and
opinion has provided new sources for people to use. This has, in turn, led to
the growth of digital and social media ‘influencers’, all of whom offer
something slightly different and command a different audience.
this series of articles, I’ll look at what influence is and who the influencers
are in the digital age and why this might seem paradoxical. I’ll cover the
notion that the power of influencers may be on the wane, before concluding by looking
at the divergence of this versus procurement influencers, and how procurement
can leverage this thinking to grow influence in the right places.
has been plenty written about influence in the past (including articles here on
Procurious), including looking at how individuals can measure and increase
their own. To provide a bit of context for the whole series, first we need to
provide some definitions on our key terms.
defines ‘influence’ as, “the power to have an effect on people or things, or
a person or thing that is able to do this”. When we
consider influence in our lives, what does this look like? It could be things
we read, see and engage with on a day-to-day basis, or something that resonates
are usually delivered or underpinned by an ‘influencer’ – “someone who affects or changes the way that other people behave”. In
our lives, this could be anyone from parents, family and friends, to
colleagues, peers, celebrities and/or global figures.
It could be argued that this definition is more
traditional, yet not necessarily outdated. In the digital age, the term might
be better defined
as, “a person with the ability
to influence potential buyers of a product or service by promoting or
recommending the items on social media”. We might not all be consuming a product, but the influence is there
does this mean for individual people and how they are influenced? Is it
changing the nature of influence? This is still up for debate.
The Changing Influence Environment
the public’s consumption of information 50 years ago. This is long before the
advent of the Internet and 24/7 connectivity and long before social media was
even first considered. There was the print media and the original three
channels on the TV. What seemed like a broad spectrum at the time now looks
at this time would probably have been local or national, rather than
international. The range would have been limited to those people who were well-known,
who appeared on TV or radio frequently and were considered as experts in their
fields. We’re talking here about politicians, celebrities, businesspeople or
2020, we have a world of information at our fingertips all hours of the day and
night. We can connect with individuals in all walks of life, discussing and
sharing about more topics than we could think of. These new influencers are
freely accessed on social media and can create a large-scale, global audience
fairly easily (comparatively to 50 years ago anyway).
News, Media & Video
changing nature of how we consume media and content has enabled more
individuals to gain traction in the social media environment. YouTube is a
massively popular platform for the new generation of influencers. Ad sales
alone in 2019 generated $4.7 billion
(£3.62 billion) for parent company Alphabet.
It’s easy to see why when research shows that two-thirds of Millennials prefer YouTube to
traditional television, and that there are over 1 billion hours of online content
viewed daily. For an individual to get started, all they need is a computer, a
social media account, a camera and/or microphone, some basic editing skills and
better be a good ‘hook’ though – 20 per cent of social media users admit that
they will stop watching a video if it hasn’t hooked them in the first 10
influencers this means that they need to know how to attract and retain their
audience, but also produce quality content. For some, it will be enough to
share their knowledge. Others will only gain a small audience, or a larger
audience over a longer period. But a minority will gain thousands of followers
quickly, and become recognisable ‘influencers’.
Social Media – Gen Z’s World?
brings us to our individuals and influencers-to-be. On social media, they are
categorised in three groups:
Micro influencers – offer
authority on a specific and narrow niche, generally with smaller audiences
(10,000 people or less). They can be a useful group for marketers as they are
more affordable and have higher levels of engagement.
Power middle influencers
– have audiences ranging for 10,000-250,000 people and likely already have
experience working with brands.
Macro influencers – these
are the digital celebrities on social media, with an audience of over 250,000
people. Their potential reach is huge, but they are more costly for marketers
and have a lower engagement rate.
celebrities make up a large percentage of the ‘macro’ influencers, then we can
consider the ‘power middle’ as the new generation of influencers. And this new
generation is largely made up of younger Millennials or Gen Z (those born since
1997). In 2018, the top 10 highest earners on
were all, apart from 2, under 30.
highest earner was Ryan Kaji, who stars in the ‘Ryan’s World’ channel, with earnings of $22 million. He’s 8 years old. It’s no wonder that children and teenagers
galore think that being an influencer is a career route they want to take.
this then give credence to the idea that the world of social media and digital
influence belongs to Gen Z? It’s an interesting question that provides us with
an interesting paradox.
A Matter of Gravitas? Or Consumption?
influence in the past has been related to experience, knowledge, gravitas and
global renown (not necessarily traits only found in older people), then how is there more prominence for younger influencers despite having (theoretically)
less to offer?
list of the “must know” influencers in 2019. You could argue that older
generations are being squeezed out of influencer circles in the digital world.
This could easily be linked to how younger generations consume their media and
content. You could also argue that, in the digital world, there is room for all
to exist. An older generation of influencers could attract an older generation
of followers, assuming these followers consume their content digitally.
However, this generation may already have missed the boat as social media influence shifts again. As the digital world continues to evolve, so does the nature of influence and its perception. So, is this generation too late? Or could they stand to benefit just as much as the game changes again? We’ll cover this and more in the next article in this series.
To hear from top procurement influencers, be sure to join up and be part of the Procurious network. With 37,000 members, this is the place to gain knowledge and insights into the latest procurement and supply chain matters.
It’s the time of year where the office gets really quiet. So how are you going to use this quiet time productively?
We’ve all now started the long wind down towards Christmas. People are tired and losing focus and everyone is trying to spend as little time in the office as possible. But this is the perfect time to think about you want to achieve in 2020. I know my first priority is to get out the calendar and pencil in my proposed vacation days!
Seriously though, what do you need to do to get where you want to be by the end of next year? It may be expanding or updating your current skills, actual re-training for a new role or adding to your formal education.
Whatever it is, start planning it now.
Update Your CV
Even if you are content in your current role, updating your CV is not a waste of time. Mergers and acquisitions often result in reduced office headcount, strategy changes may mean that your project is canned or your department is closed. No job is really secure.
Spending a couple of hours over the holidays on your CV will pay off later, even if you are only looking for an internal promotion.
to take out:
1. Check for obsolete words and phrases. Remember Windows Vista and Word Perfect and MS-DOS? Neither do new employers! Clear out any references to old technologies which date your skills.
2. Your high school results are irrelevant for anyone over 21. Many companies are claiming that they do not consider university education important either, but we are not there yet. Include your tertiary qualifications (provided you did successfully complete them). If you graduated in the 80’s it doesn’t matter, you don’t have to give dates. If you dropped out, don’t mention it.
3. Any early work experience or entry-level jobs from more than 10 years ago are of no interest. Ageism is alive and well in recruitment, take steps to make your CV age-neutral as far as possible. If a role needs you to show 10 years’ experience, only do that.
What to put in:
Design your CV for the role that you are seeking. Highlight projects that directly relate to the skills in the job listing you’re targeting. Respond to what exactly is asked for.
One concise page is better than two with padding. Recruiters and hiring managers have short attention spans. Too much information is a turn-off.
Update your list of skills. Add new bullet points for technical skills acquired since the last CV update, especially focus on those in short supply. Highlight your achievements in team-leading and collaboration, especially if you aspire to a management role.
Add in any reference sites where published work can be found including informative articles and blogs.
Your Online Media Presence
Despite the downsides of having a personal presence online, it is still a benefit to have a professional profile there. You can’t hide from social media so pick a favourite and use it wisely.
LinkedIn is the most useful tool for business professionals. With more than 20 million companies listed on LinkedIn and 14 million open jobs, it’s no surprise to find out that 90 per cent of recruiters regularly use it.
There are plenty of places where you can express your personal opinions on politics, religion or details of your pets, etc. LinkedIn is not one of them. When updating an online profile, make sure that the content aligns exactly with your CV. Astute hiring managers will pick up any anomalies.
Sad to say, but recruiters also scour Facebook and Twitter looking for “background”, so review your content there too, even if you are not actively job hunting. The safest place on-line is having your own website (where you have full control of the content).
Getting an Interview
If you are actively looking for a change,
think about your cover letter. This is
your opportunity to showcase and
what you can offer, in your own words.
It can also highlight what you want which saves wasted time on both
sides. A good cover letter will get you the interview.
says “I got rid of any reference older
than 10 years, but what got me lots of interviews was the T-form cover letter.
I put a two-column table in my one-page Word doc cover letter where their main
job requirements are placed in the left column and how I have met or exceeded
them on the right side. This provides a fast screen for the HR or recruiter and
in most cases, I ended up with a face to face interview after the initial phone
Fortunately, the need for procurement skills will not decline, but the requirements are definitely changing. Employers are looking for those with new skills such as understanding how to manage big data in the cloud, how you can contribute to sustainability and the triple bottom line. Will you be ready?
The best rated strategies included the following in subject lines: free shipping, vouchers and other cash incentives, 4th of July discounts and coupons, and 4th of July clearance sales.
Here is a prime example from Nasty Gal:
Email Marketing – A Strategy for Every Business
There are a number of approaches. The best one depends on the sender, the offer and the message a business wants to send across. First of all, it is important to remember that this particular holiday appeals to people’s patriotism.
Contrary to popular belief, Americans tend to spend a lot ahead of the holiday. According to the National Retail Federation, people spend considerable amounts of money on food, clothing, party props and décor. The percentage stands at 93 per cent for young people aged 18 to 24. If your business caters to younger audiences, there is definitely room for increased transaction rates around the holiday.
Even if that is not the case, a proper strategy will inspire customers to consider the offer. Coupled with the above-mentioned incentives, a clever marketing campaign will offer a little something to everyone. Here are some ideas on how to go about the 4th of July email marketing campaigns.
Animate the Audience
Holidays do tend to inspire partying, so adding animation to the emails is a good choice of action. A picture featuring fireworks or similar will boost the mood and make your offer more tempting. Here is an example from Nicole Miller:
Other examples may come to mind; remember to be creative and keep it cheerful.
Focus on the Holiday Mood
Holidays are fun, and the 4th of July is no exception. In fact, it may well be the most cheerful holiday nowadays. Whether spent with family or friends (or both), people focus on good times. It is, therefore, recommended to appeal to the atmosphere by creating fun emails. Rover did it brilliantly:
Be creative and humorous and look for ways to link the message to the offer.
Stress on Patriotism
To appeal to overall patriotism, many campaigns fly the American flag. If you find it too generic, trust your brand’s specialty to add some zest to the offer. Here’s how Sperry nailed it:
Highlighting patriotic products is also a good idea. M&M did a splendid job with that with their 4th of July edition candies.
That isn’t to say that you need to create special themed products for the occasion, though. You may simply plaster the offer onto the American flag and get creative with the fireworks around it.
Things to Keep in Mind
The 4th of July is an American holiday and the biggest one next to Thanksgiving. If your business is international, do your homework with segmentation. Sending promotional offers to people outside of the U.S. would be a waste of effort and money, so focus on the target audience.
Further out, the 4th of July falls closely to Father’s Day and Memorial Day. You may easily kill two birds with one stone if you couple the offers. On top of it, sending too many emails too frequently is more likely to annoy the recipients than to inspire them, so use the opportunity to combine multiple offers into one email.
If you have a physical store, don’t forget to include business hours and the services offered around and during the holiday. It’s also important to include information on holiday shipping and delivery deadlines.
Finally, remember that the best of the best campaigns tell a unique story. It is not all about the offer. On the contrary, statistics show that people tend to remember the stories rather than the offer, especially if they are emotionally charged. Sharing an experience and showing the heroes being rewarded is what people will relate to the most. Adding a video or a promo campaign ahead of the holiday will keep customers connected to your brand and keep them coming back for a long while.
Piggyback Existing #Hashtags
To boost the outreach, don’t shy away from social media. Use the hashtags such as #4thofjuly and #fireworks to reach a larger audience and follow up with personalized email messages. Remember that younger generations are the key to your 4th of July campaign. Primarily, they use Snapchat and Instagram, with somewhat lesser percentage sticking to Facebook, Twitter and Pinterest.
Add an additional giveaway or two to attract more people. Some ideas include giveaways and social media photo competitions. The more interesting the offer, the more people will share the post. Photo competitions are known to go viral, if done the right way. Use your imagination and may, well July, the 4th be with you!
Stress tests are designed to put you under pressure and see how you handle it. They range from grilling you about your weaknesses, to subjecting you to a barrage of quick-fire questions to try to fluster or catch you off-guard.
Heineken took this to the extreme in their viral recruitment video where interviewees are subjected to a range of stressful situations, including a creepy hand-holding interviewer who later feigns a heart attack. While it’s fun to watch, there’s a lesson here – in an age where candidates often give text-book answers to text-book interview questions, recruiters are looking for ways to separate the wheat from the chaff.
“We need your Facebook login details”
Your three potential reactions:
A) Meekly handing over your password: Wrong answer. This shows that firstly, you’re desperate for this job and secondly, you’re a pushover. Is this how you would behave when representing the company in a tough negotiation?
B) Anger: You’ve fallen into the trap. Even though it’s an outrageous demand, getting angry only demonstrates that you won’t be able to remain calm in the face of on-the-job pressure.
C) Politely but firmly refuse: Correct! You were on the lookout for a stress test, and you’ve identified this one as such. This takes the pressure off, allowing you to present a calm and logical response.
Unfortunately, that’s easy to say and hard to do!
How to say “no” politely
Call them out
If you’ve read the situation correctly, then you could simply respond by saying, “This is one of those stress-tests, right?”, and then launch into a detailed explanation of how you’re able to stay calm under pressure, with examples.
If they still insist, and genuinely appear to be demanding your Facebook login (and you still want this job), then you’ll need an excuse beyond the bare fact that you don’t want them seeing your drunken photos from the big party last weekend.
“I have an obligation to protect my friends’ privacy. They have their own privacy policies set on their accounts to safeguard themselves and their loved ones and that’s their right. If I start sharing their information with potential employers then I’ll have broken my trust with them.”
“For me, work and home are two separate things. I’m careful to keep work-related posts off my Facebook page, so it’s in no way relevant to any potential employers.”
Direct to LinkedIn
“I think you mean LinkedIn? While I wouldn’t hand over my login details, I’d be happy to connect with you on LinkedIn so you can see how I present myself professionally on social media.”
Show me yours and I’ll show you mine
This one’s a bit more provocative! “Absolutely fine – I think this is a great idea. I’d also like to see the type of team I’m joining, so if you can share your log-in details, along with your director’s and all the team members’ Facebook passwords, then I’d be happy to share mine.”
Throw the question back at them
Whatever you decide to say, it’s vital you do so in a professional, calm and reasonable way. In a stress test, how you say it is more important than what you say. The interviewer will be judging your response, attitude and manner, but you can turn the tables by asking them to put themselves in your shoes.
“I’m sure you would agree …”
“I’m sure that if you were in my position…”
“From a privacy perspective, my friends wouldn’t be comfortable with me showing their information to people. I’m sure your friends and family would agree.”
Asking someone to put themselves in your position makes it almost impossible to be offended by a calm and rational argument.
In the end, keep in mind that there is no right answer to a stress-test question. It’s designed to judge how you react, so be confident in whichever answer you choose.
In recognition of how central social currency is, procurement pros are using their social networks to build, influence, and deliver results. The question is: do you know enough to be dangerous?
Connectivity is central to how we live and work in 2017. When something exciting or unexpected happens, many people immediately share the news, and a picture, on social-media. We read the updates shared by others and offer up our own. We like a post or status update to indicate support or show we are ‘in the know’ and watching important influencers. This constant sharing and consumption of information has become a global phenomenon.
Over time, these exchanges add up to a wealth of knowledge and connections that improve our decisions and elevate the weight given to our preferences – much like the exchange of ‘social currency.’
Social currency in procurement
A similar trend has begun in procurement and supply chain – perhaps in recognition of how central social currency is to us on an individual level. Procurement professionals have talked about supply intelligence for a long time, but now they are increasingly aware of how important their own social networks are to their ability to build, influence, and deliver results.
Professional social currency includes, for example, the recommendations, endorsements and likes that we assign as we go about our business online. When combined, they create a level of trust, and contribute to organisational reputations of both buy and sell side organisations. When buyers trust that a supplier will be able meet their business needs, or when a supplier trusts that a customer is a good fit for their capabilities in both demand and culture, transaction costs are decreased and the total value potential increases.
The fact that both sales and procurement are investing in their social currency creates a unique opportunity for them to come together and leverage their collective knowledge for the benefit of both organisations.
Being Reactive Vs Pro-active
One of the strengths of social media is its timeliness. Trust is not just about the source or location where information is stored. The more real time information is, the more confidence it gives to decision makers. Having real-time access to information allows procurement to meet the businesses’ needs faster. Timeliness is also at the top of the stakeholders’ priority list when deciding whether or not to engage procurement. When procurement can provide information proactively in real time, identifying which suppliers stakeholders should look at or having the pulse of specific industries, it goes a long way towards demonstrating their value – and adding to social currency.
Having instant access to trusted information alters the range of project options available to a procurement professional. They are no longer in the position of having to be reactive, where the business comes to procurement and says, “We have these new suppliers that we would like to engage – NOW” forcing procurement to scramble, trying to vet them. When procurement has access to real time information, they can readily identify potential suppliers and quickly access industry peer endorsements on those suppliers.
Do you know enough to be dangerous?
Procurement professionals need to know enough to be ‘dangerous’. They should have a foundational understanding of the category or commodity they are supporting, and be able to translate business needs into procurement best practices. This way when they get a seat at the table with stakeholders, they are able to engage in intelligent discussions around what stakeholders are trying to do and what is happening in the industry. Having access to intelligence allows procurement to be the engine driving category or commodity strategy to achieve sustainable value for an organisation.
Today, people call or email each other for supplier recommendations. This manual way of accessing trusted “social currency” is not scalable or visible to the rest of the organisation. The procurement technology user experience has come a long way. With collaborative or social technologies, the data becomes smarter and benefits everyone today and in the future.
The concept of trusted data is not new… the same instant knowledge that allows people to prioritise news shared by their circle of friends or pick a restaurant that has been highly recommended by people with similar preferences… today, decisions are made faster and the outcome is often more successful as a result of social currency.
Heading to ISM2017? Digital-savvy delegates know that alongside the audible buzz of conversation heard at the event, there’s another rich dialogue taking place –on social media.
With an estimated 2,500 supply chain and procurement professionals en-route to ISM2017, there’s a lot to look forward to. From 21st to 24th May, delegates will share knowledge, learn and network with peers and industry leaders at the stunning Disney Coronado Springs Resort in Orlando, Florida.
But, before you print your tickets and hop on that plane, take a few moments to ensure you’re social-media ready. If you’re not keeping up with what’s happening online, you could be missing out on key information or opportunities!
First up, Procurious has an ISM group, which will keep you updated on all things ISM, including related articles and updates from the event itself.
Twitter has already seen a buzz of activity around the official event hashtag, #ISM2017. If you’d like to keep up to date with all of the online chatter but are struggling to know where to begin, this handy guide will get you off to a flying start.
And remember, even if you’re unable to attend the event in person, these social media channels are a fantastically convenient way for you to engage with and learn from some of the event’s key discussions.
Here are our top recommendations of people to follow on Twitter for ISM2017:
Institute of Supply Management
Let’s start with the obvious. There’s a number of key ISM Twitter accounts to follow via:
You can bet that our representatives from team Procurious will be out in full force throughout the conference.
Procurious Founder and CEO Tania Seary will be delivering her top tips on how to Network Your Way To The Top on Tuesday May 23rd, 3.45pm. And Hugo Britt, Procurious’ Content Director will be blogging and tweeting from some of the top sessions so both those in attendance and the wider procurement community can stay informed.
When we’re not blogging, you’ll be able to find us in the exhibit hall at booth 439; we’d love for you to come and meet us!
Spend Matters will be releasing the ‘50 Providers to Watch’ and ‘50 Providers to Know’ lists for 2017 at ISM2017. Besides highlighting some of the best in class procurement providers, they will also place a spotlight on relative (and promising) newcomers in the space.
Instantly recognisable in their bright yellow jackets, the team at Manufacturing Talk Radio are the voice of manufacturing globally. Their live radio show broadcasts online to listeners all over the world in all manufacturing industries.
They’ll be conducting interviews with some of the best and brightest minds in procurement and supply chain to hear their thoughts on the current state of affairs and where the industry is going to go from here.
6. Brendan O’Connell, Director Design, SEO & Social, ThomasNet
Brendan will be at Booth 526 with the ThomasNet team supplying Supplier Risk and Evaluation Reports. He’s very active on Twitter and sure to keep you up to date on everything that’s happening in the exhibit hall!
Your online network can give you the edge in procurement – but only if you’re an active, value-generating participant in the community.
Rising through the ranks of the fast-paced procurement world can be a hectic and sometimes even lonely pursuit.
To counteract this, a growing numbers of industry professionals are actively seeking out online communities of like-minded industry mavens to converse with.
Online communities can significantly bolster your professional standing in the broader procurement sector. Some people post helpful information on a regular basis to online business communities. Others pop into online communities for companionship, as they give people access to a different group of people to talk to instead of the colleagues they see on a daily basis.
Forging online relationships can bring huge value to your position in the procurement world, so make sure you pick a couple of key online communities to focus on. These groups are valuable because they encourage the sharing of content and industry-specific information that can help you in your role.
Professionals often join business communities for support, and people feel accomplished when they contribute useful information to the online community. By helping others, members can gain a feeling of being needed and appreciated by others.
LinkedIn is just the start
Australian marketing executive Jacqueline Burns was an early adopter of business online community LinkedIn. She leaves LinkedIn open on her computer all day and dips into conversations constantly.
As managing director of Market Expertise, Burns has been a prolific blog publisher on the platform, creating and sharing relevant information to her industry sector both domestically and internationally on a regular basis. To date, she has published more than 60 articles on LinkedIn – and the benefits have been significant.
“A lot of my work comes through the platform, simply by being present. I’ve secured many clients directly from LinkedIn who have been seeking someone with my services and I’ve been logged on and responded,” Burns says.
“I’ve secured a major client via my LinkedIn community, and also a large software-as-a-service provider from the US whom I’ve never met before,” Burns says.
Online communities add value to your role
Aaron Agius of digital marketing firm Louder Online says there’s been a natural push to use online communities for personal branding among many sectors. However, he’s a much bigger fan of using them for growth and education, with two communities in his field sharing a lot of personal insights that ensure he always walks away with new ideas. “Lately, I’m finding better information there than a lot of the marketing blogs,” he says.
While he could spend all day interacting with fellow marketers, he’s got too much on his plate to make that happen. “There’s definitely a balance between maintaining a regular presence in an online community without spending so much time there that it takes away from your actual work,” he says.
“I’ve found social media communities to be a great place for networking with others in my field. You’d think that marketers would be a private bunch, yet the relationships I’ve built through sites like these have given me great friendships with people I can go to if I have a questions, want to vent about an issue, or need a second set of eyes to help me figure out a solution,” Agius says.
Look for industry-specific communities that enable procurement professionals to ask questions, seek support and make connections, which can add huge value to your role.
Online communities can be a great tool for shortlisting vendors or to pre-qualify firms. Simply asking industry peers for their opinion is a great validation process for gathering additional intelligence.
Adding value goes both ways, though, so make sure you truly engage with the community, care about what others are asking for advice on, and be the solution to meet their needs when you’re able to.
It’s also important to be consistent. If you can’t keep up with the number of posts, then decrease your posts and pick a couple of key posts to contribute to each day, because quality and consistency trumps quantity. Also, bear in mind that different parts of the world come online at different times of the day, so taking 15 minutes to post in the evening can offer huge value to an industry peer on the other side of the world.
However, as Burns points out, just having access to an online community isn’t enough – being an active user can bring you so much value. “You can’t just create a profile online and then walk away. Your online community is the place to show a bit of personality, and you need to be interacting regularly to get value from it.”
Social media makes it even easier to keep you finger on the pulse. But what topics are global procurement professionals discussing right now?
Procurement colleagues around the world are increasingly embracing social media to share their views, concerns, and (most importantly) their success stories. This sharing has the positive effect of broadcasting the value our function brings to any organisation.
As you know, social media runs rings around traditional media in terms of early access to news. We have access to unadulterated commentary from diverse sources, as well as an interactive forum for discussing, rather than just reading about, the biggest issues facing our profession.
From enduring topics such as risk management to disruptive events such as Brexit, this list will give you an idea of what’s keeping CPOs and their teams chatting on Procurious and other social media platforms.
1. Brexit and what it means for procurement
It takes a truly momentous event to catch the attention of procurement professionals all over the world. Brexit was one such event. It generated so many comments, articles and questions posted on social media, that it deserves top spot on this list.
ISM CEO Tom Derry told Procurious that his organisation received hundreds of queries about Brexit’s impact in the US. This prompted them to survey their members to cut through the speculation with hard facts.
Their supplemental “Brexit Report” found that despite the hype, Brexit will have a “negligible” impact on US business decisions in the short-term, with the main concern being currency fluctuations.
We’re still seeing a high level of chatter about Brexit and its potential impacts, but thanks to ISM’s leadership in this area, resulting business decisions in the US are more likely to be based on facts, not fear.
Other political events are also taking major prominence in conversations. However, we anticipate that Brexit will continue to hold everyone’s attention for many months to come.
2. Risk – Managing the unmanageable
Risk is one of those enduring topics in procurement that will never go away – and nor should it. Questions abound on the Procurious discussion board about measuring, managing and mitigating risk, all tapping into collective knowledge and experience.
The discussion board is simply buzzing with questions and answers about risk in procurement. We’ve had members getting their questions answered across a variety of topics, including:
Balancing supply chain efficiency versus risk;
Segmenting suppliers by risk profiles;
Governance and risk management;
Travel risk management;
Risk and resilience;
Avoiding “unknown” risks; and
The disturbing frequency of disruptive events such as natural disasters, labour strikes, cyber crime and brand-damaging scandals in the supply chain keeps risk firmly in the spotlight for procurement professionals in the US and elsewhere.
3. The e-procurement debate
Choosing the right e-procurement system to support your business’ objectives and targets is a big decision. It’s for this reason that a lot of procurement professionals reach out to their colleagues online for advice on this very topic.
Discussion boards regularly feature recommendations, warnings and also (we’re sorry to say) complaints about the various options available.
Recommendations have focused on the importance of going with a cloud-based system. We’ve also seen debate on whether having multiple “best-of-breed” systems is preferable to the convenience of a single, unified solution.
Procurious members regularly share their challenges around implementation, struggling with overly-complex functionality and looking for advice on winning stakeholder buy-in.
The big systems developers are becoming increasingly aware of the discussion going on online, and are jostling for social media users’ attention to win their business.
4. Capability and training
Hard skills, soft skills, core skills, essential skills…the list goes on. Capability is another of those enduring topics that will always feature in social media discussion in our profession.
Again, the burgeoning choices around what kind of training is required, and how it will be delivered, leads many people to ask for recommendations on social media. There’s plenty of discussion around which certification provider to go with, and also a steadily rising level of interest in eLearning options for procurement.
One question that frequently crops up on Procurious is “What are the most important skills needed in Procurement?”.
This demonstrates that we’re still debating this question as a professional community, despite the training providers out there who claim they have the definitive skill-set. There’s no ‘right’ answer, of course, as capabilities will always need to be tailored to circumstance and industry. But the frequency of this discussion really highlights that the skills needed to be successful in Procurement are in a constant state of evolution.
5. Social procurement
Corporate social responsibility, and the role procurement can play in building a sustainable future, has well and truly entered the mainstream and is now a significant part of every procurement professional’s role.
Social media users are sharing articles and discussions on the many aspects of social procurement, including:
The role innovation can play in creating change in this area.
Social procurement is one of those topics that tend to be driven by champions such as Alis Sindbjerg-Hemmingsen. They quickly gain a following of like-minded people on social media, and come to be known as experts in their fields.
Hemmingsen is adamant that sustainable procurement is worth fighting for. She has argued passionately that it can be achieved through greater transparency to drive change, having regulators and first-movers showing the way with best-practice collaboration, and integrating sustainable supplier innovation.
Keep your finger on the pulse
Procurement leaders are using social media to stay ahead of the game when it comes to the latest thinking and development in the profession.
Perhaps the most exciting aspects of social media – which you can’t get from reading an article in a traditional industry publication – is the ability to ask a question and receive a solution from someone halfway across the country (or the world) who has experienced and overcome the same challenge as you.