Tag Archives: social media

Email Marketing – July the 4th Be With You!

Planning your next holiday email marketing campaign and struggling to stand out? Here are some top tips to help you steal the show.

Photo by Stephanie McCabe on Unsplash

Holiday email marketing campaigns can make or break a business. A study by Experian performed a couple of years ago shows that emails promoting special offers and incentives sent during the two weeks before the 4th of July resulted in dramatically increased open and transaction rates.

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!

3 Ways To Amplify The Profile Of Your Procurement Team

Influence expert Julie Masters demonstrates how online employee advocacy can supercharge the amplification and cut-through of your procurement content.

By Africa Studio/ Shutterstock

While we’re all searching for the latest and greatest way to get our company and brand out there, you might be surprised to find one of the most effective and underutilised methods sitting right under your nose.

Employee advocacy, where employees share company content and stories about what they’re doing at the office and the projects they’re working on, is now seen by some as the holy grail of content marketing.

Compared to the traditional method of sending out communication on social channels via the ‘company account’, employee advocates are shown to have exponential reach and have far more trust in the marketplace than a company or brand ever could.

MSL Group has shown that brand messages shared through personal social media accounts are re-shared 24 times more than when that same content is posted by the brand itself.

The reach is also substantially more via an employee network. Recent studies show that if you were to add together the contacts of all the employees in your company, that network would be 600 times larger than the network of the company itself.

According to the Edelman Trust Barometer, those surveyed were also twice as likely to trust communication from an employee than the CEO themselves.

These factors make employee advocates a significantly more powerful amplifier than a single channel of communication from the company or brand could ever reach alone.

And it’s not always about gathering more ‘Likes’ or having a positive public persona.

Nearly 10 years ago, IBM managed to harness the power of employee advocacy to show how it could translate directly to the bottom line.

Back in 2008, and faced with one of the largest recessions they had seen, the marketing team at IBM launched the “Smarter Planet” campaign.

The campaign was designed to explain how a new generation of intelligent systems (the Internet of Things) and technologies could be put to use for profound impact and to encourage further thinking.

Rather than lean on an advertising agency to create the message via the traditional mediums, the team at IBM peopled these ads with the company’s own employees.

They went deep into the organisation to uncover the stories, expertise, knowledge, and insights that were held by specialists who already worked at IBM.

They shone a light on the people who worked with them – from master inventors down to systems engineers.

But they didn’t stop there.

IBM also asked their customers to partner with them, shining a light on the customers own technological challenges and aspirations live on camera.

The result was nothing short of extraordinary, with IBM’s own employees and customers amplifying the campaign exponentially, rocketing IBM’s share price by 64% that year (against a market average in their space of 14%) and generating $3 billion in additional revenue.

This is a great example of the power of employee advocacy, the power of storytelling and shining a light on the amazing work that was being done within IBM.

But having employees enthusiastic to talk to others about the work they do, let alone share it on social media, can be easier said than done. Current data indicates that only 3% of employees currently engage in advocacy for their own company.

Clearly employees aren’t rushing over themselves to advocate for their company and there a number of hurdles that need to be overcome to really gain traction and make it a success.

1. Set boundaries but stay flexible

While there are hundreds of stories online about employees being sacked or disciplined for an ill-advised post on social media, the good news is that many of those posts were inappropriate by most standards.

In a work environment where mistakes can have severe consequences, it’s understandable that employees can be nervous about posting content that is considered ‘appropriate’ for the company.

A social media policy that is clear enough to stay within company guidelines but flexible enough to allow personalities to shine through can be a good start to lifting employee engagement around company activities.

Having designated communication ambassadors within each team – those who have a passion and talent for social sharing – can also be a good strategy for sharing and generating quality content around company activity if it’s not suitable for all.

2. Stay curious and dig for gold

One reason employees may not actively post company content is that they think what they do isn’t interesting to others.

This is often a mistaken view, as what may seem familiar and uninteresting to some are just as likely to be fascinating to others who value an insight into the working life of a procurement pro.

This could be anything from case studies to project experiences to “a day in the life” examples – anything that gives insight into the unique experiences that the company undertakes and is involved with.

And don’t forget, social posts are just one piece of the mosaic being created online which shows a vibrant, active team that others will want to investigate and join.

3. Get buy-in to amplify results

The third reason people avoid sharing company content is that employees only prefer to share information about projects in which they’ve had personal ownership or ‘co-created’.

As we saw in the IBM example though, a well-crafted theme that threads an inspiring idea throughout the whole organisation can be enough to band together otherwise unrelated departments and activities.

Drawing on the underlying ‘why’ that inspires your procurement team to do what they do, or championing a cause that is close to the heart of your company can be enough to drive your team to want to share what they do with the outside world.

So what does that mean for your team?

It’s clear to see that employee advocates can be a powerful way to build the company message in the marketplace, provided there is support from the top that allows a more democratic form of communication.

It doesn’t always have to be about the wins either.

Using social media to amplify important company changes can be equally effective – if it might otherwise be missed through the traditional office channels or intranet.

If there is a whole team of procurement professionals and stakeholders enthusiastically spruiking the benefits of the change, your message is much more likely to have cut-through.

Similarly, if individual members of your procurement team make the effort to share stories about their challenges, successes and day-to-day work, this can also serve to build up an online profile of your organisation that will make your team visible and attractive to top talent as well.

As a bottom line – what IBM learnt in 2008, and what we still know now – is that the most impactful form of communication is human stories. Preferably told by real, passionate people with a clear intention to drive things forward.

Identify those people in your team – bring them on board – give them clear boundaries – and then cheer them from the sidelines for having the courage to contribute.

Now that’s a procurement team with influence.

Like what you’re reading? As a procurement or supply chain professional, we truly value your opinion. And that’s why we want you to tell us what you want (what you really, really want) to see on Procurious. Click here to take our ten-minute survey and help us, help you!

The Three Keys To Building More Influence

How are you letting perfection get in the way of offering an important (and influential) contribution?  

By Rawpixel.com /Shutterstock

Have you ever wondered why some people are able to lead and influence those around them while others are left out in the cold?

They may be less charismatic, a poor presenter or frightfully timid, yet they influenced the other party enough to move them through to a decision where perhaps you couldn’t?

In many cases, the element that stood them apart from the crowd was nothing more than trust – trust that that person was genuine, capable and had the integrity to stand by their word.

Confucius said: “Better a diamond with a flaw than a pebble without”. Voltaire wrote: “Perfect is the enemy of good”.

In decades past, huge fortunes were made by organisations that understood this. Companies like General Electric, Westinghouse and Ford Motor Company all dominated their respective fields through this principle.

Very little has changed since those days – despite the increasing sophistication of advertising and corporate shine. The Nielsen Global Online Consumer Survey claims that only 33% of people now trust brands, while 90% of people trust service or individual recommendations directly from people they ‘feel’ they know.

I want you to pay attention to that last part – ‘feel they know’. What does it take to feel you know someone?

In my world that’s called influence. It involves sharing enough of yourself so that I trust your intent. It involves stepping out and letting your voice be heard. Having the courage to leave the jargon behind – and share real insights, predictions and opportunities based on the hard yards of your experience.

Those who can build this level of connection – either online or in your organisation – generate more engagement, have a greater impact on decision-making, a more frequent seat at the table and face less opposition when it comes to implementing change.

So how do we do it?

More process, less perfect

If the average social media feed – or corporate presentation – were to be believed, just about every single one of us would look like we’re a) getting the perfect results b) enjoying an endless cycle of tropical beach holidays, or c) tucking into the world’s best meal in the fanciest restaurant in town.

If we’re looking to create real engagement, a ‘polished and perfect’ image just won’t cut it.

It takes courage to show vulnerability and let people know that our results and lives aren’t always perfect (and therefore we aren’t always perfect). And yet – here’s the irony. That’s exactly the most impactful thing we can reveal.

Show me a mistake you made – and I will know you have the courage to pick yourself back up when things go wrong – the curiosity to get to the bottom of what doesn’t work – and the tenacity to keep going until a better solution is found.

Tell me about a question you haven’t been able to answer yet – and I will feel invited to contribute – impressed by your determination to always get better – and connected in the shared vulnerability of not knowing it all.

Essentially – I will feel something. As opposed to the disconnection we are often left with when only someone’s ‘best moments’ are shared.

Be intentional and capable

While we don’t want to portray a picture-perfect image, that doesn’t mean that we should be showing up looking tired, unprofessional or underprepared either.

If our goal is to build trust and influence others then it’s far more effective to be intentional, and to reveal those intentions to our target audience, rather than flounder around without direction.

We need to show that we’re capable of handling the challenges that are thrown at us. We might make mistakes along the way, but we also need to make it crystal clear that we have a clear direction about how we will move forward despite setbacks.

Talking about what is important to us, the ideas behind our intentions, the experiences that led us to those ideas and our goals for the future – these are the traits of trusted leaders.

Take us on a journey

If you’ve been working on your project for weeks and had to scrap the whole concept and start again with a new approach, write about it!

Create a monthly update for your team or stakeholders. Start a blog. Let your audience know that you are there to out-contribute everyone else in your field. That you’re willing to share what you’ve learnt, and as a result the future trends, opportunities or challenges you see coming in your field.

They’ll appreciate the fact that you’re letting them follow your journey – and will value the end result infinitely more if they know your history and feel involved in the process along the way.

It also gives them more exposure to you as a person, and the longer they keep you in their lives, the more likely they are to trust you.

Many project managers make the mistake of keeping their project under wraps until it’s 100% complete – and ready to reveal to their organisation with a big fanfare.

The problem with that plan is that the audience hasn’t been taken along on the journey – so the end-product they’re presented with fails to get any attention. A little like watching the final five minutes of a movie and trying to care about the characters or plot!

So – what’s the bottom line?

I want you to take a step back from any place where perfection is currently holding you back. From engagement, from sharing your mastery, experience or insights. From essentially stepping out and actually being seen.

Then I want you to ask yourself these questions – what passionately imperfect contribution could I make here? How am I hiding behind technical language and not revealing the real story or opportunity? How can I invite others to contribute and engage with the outcome?

Do those things – and I promise you will significantly increase your influence (and results) in all the places where it counts. J

Best of the Procurious Blog – Procurement In 7 Memes

They say a picture tells a thousand words. How about a procurement meme?

Okay, millennials. Strap yourselves in, because I’m going to attempt to meme. Is meme even a verb? Perhaps not, but that isn’t going to stop me.

For older readers who don’t really know (or care) what memes are, don’t worry – I’ve got you covered. Whether it’s Bad Luck Brian, Kermit Sipping Tea, or King Leonidas screaming “SPARTA”, I’ll attempt to add a bit of context around the meme before applying a Procurement gripe to each.

1. Boromir Demurs

Rivendell; Middle Earth. The mood is tense. Gandalf has brought together a motley crew of humans, elves, dwarves and hobbits to discuss how best to destroy the One Ring, which has to that point proven impervious to both magical and physical force. A solution is put forward – take the ring to the enemy realm of Mordor and throw it into the volcanic fires of Mount Doom. At this point, the human warrior Boromir makes his most famous speech of the film, beginning with the words “One does not simply walk into Mordor…”

Since The Fellowship of the Ring, Boromir (Sean Bean) has become a meme, trotted out as a retort whenever someone suggests something that’s impractical, unrealistic, or simply a bad idea.

Here’s my procurement take:

Amirite? (Am I right?) This is Procurement 101 stuff – a company that selects its suppliers based solely on the cheapest quote will inevitably run into risk and quality issues. And besides, if that’s the strategy, then you might as well set up an e-auction system that automatically selects the cheapest bidder, then dispense with the procurement function altogether. Which brings us to…

2. Bad Luck Brian

Poor Brian. This high-schooler in his plaid vest and braces never gets a break. The meme generally follows the formula “[Brian does something positive … something terrible happens”]. For example:

“Spends all night studying … sleeps through exam”

“Only Facebook friend is mum …. cyberbullied”

“Wins a free cruise … on the Titanic”

From a procurement viewpoint:

Procurement professionals LOVE robotic process automation. Think of all those humans doing repetitive tasks at your organisation that could just as well be done by a robot. It’s a cost-saving no-brainer, right? Bring in the bots! Great idea – until it happens to you.

3. American Chopper Argument

Stills of row between father and son from the reality show American Chopper have recently become internet hits. The meme format lends itself well to any internet argument – whether it’s a discussion about the best pizza toppings, or a protracted “debate” in an academic journal.

For my text, I’ve taken an excellent debate from the Procurious Discussion section about reporting on Cost Avoidance. Check it out:


4. More American Chopper

I could do this all day … here’s another debate from the Discussion section, this time on Decentralised vs Centre-Led Procurement:


5. Distracted Boyfriend

This has to be my favourite meme of all due to its simplicity. A man walking down the street turns to leer after a woman walking past while his girlfriend stares at him with an appalled look on her face.

In procurement land:

We’re about more than cost savings!! Really!

I’ve heard this sad story again and again. Procurement professionals are eager to show their organisations that they’re more than a one-trick pony. We talk about how we can improve operational efficiency, bring in CSR & social procurement initiatives such as fighting modern slavery, and even generate top-line growth, but it’s incredibly disheartening when the boss (usually a CFO) only cares about one thing… cost savings.

6. Leonidas Goes Nuts

The film 300, a retelling of the Battle of Thermopylae in the Persian Wars, contains a gem of a scene where the Spartan King Leonidas loses his patience after being threatened and insulted by a Persian envoy. The envoy, suddenly in fear of his life, says “This is madness” before Leonidas responds with: “This is SPARTA” – and kicks him down a well. It’s an intense moment, as the Spartans know that the murder of the envoy makes war inevitable.

I’m really not advocating the murder of suppliers, but there are moments when you do have to remind them of the terms of a contract.

 

7. Kermit The Frog looks smug

This meme is particularly useful if you want to be facetious. Kermit the frog, calmly sipping a glass of Lipton tea, has lent himself to many a captioned meme ending with the phrase “… but that’s none of my business”.

As procurement professionals continue to wage their endless struggle against maverick spend, we inevitably have a lot of “I told you so” moments when an unapproved supplier turns out to be a disaster. Along comes Kermit…

Data: You Complete Me

AI has the potential to shoulder a vast amount of the #procurement workload. But machines can only do the work for you if you capture all the data in the first place.
Last month Procurious hosted the very first Procurement Thought Leadership Forum in Chicago to discuss the evolution of procurement; what the future holds for the profession; how we can effectively determine the size of the global market; the importance of professional associations and maturity levels across the globe. 
The event, sponsored by Basware and attended by a number of the world’s leading procurement consultants, sparked some fascinating discussion and debate.

Dealing with Data

Remember that Tom Cruise movie – Minority Report? Eric Wilson, SVP Basware North America, certainly does. “In the movie Tom Cruise swipes things on a giant screen, he then predicts a crime and the team prevents it before it happens. It was pretty cool. Especially, back in 2002 when we didn’t even have touch screens on our cell phones and artificial intelligence (AI) was in the realm of science fiction.”

Of course, today we all use AI in our daily lives, whether we realise it or not. As Eric asserts “AI is the new electricity. When we replaced steam powered machines with those using electricity, we transformed transportation, manufacturing, agriculture, healthcare and so on; increasing efficiency tremendously.  AI has the same, huge potential, but nobody truly knows yet how it will change the world.”

Indeed, as  Eric pointed out it’s difficult to think of an industry that is not being impacted by AI;  IT, FinTech and Healthcare, to name just a few, are all being totally transformed. Self driving vehicles is an industry that is built entirely on AI.

But holding the right data is critical in order to harness the benefits of new technologies. If an organisation can turn all the data they hold into tangible customer value by leveraging machine learning and AI they can actually begin to benefit from these technological advances in the market. But to do so relies on having the right volume, quality and completeness of data .

“If you don’t have a view to the future when you are evaluating automation options, not only will you not achieve your business case for today, but three years from now, your system will be obsolete,” states Eric.  “It will be obsolete because it did not capture all of the data in the first place.”

In Eric’s mind there are no two ways about it: you can’t use AI if you don’t have the centralised data for those machines to learn from. “And so, my key takeaway now and always is: when you are putting together your RFPs for systems, data better be first and foremost on your mind!”

The conversation century

Elizabeth Linder, Founder and CEO of The Conversational Century joined Youtube in 2007 and often thinks back to that year, a significant time for Youtube, in order to understand the social media space.

It was an exciting and life-changing time for skilled amateurs. A time that had millions of people singing in their bedrooms or racking  up millions of video views for a commentary on something they would never otherwise have been considered an expert in. Youtube ultimately offered them the opportunity to be heard.

Elizabeth is a strong believer that the internet is the best place to build trust. “The people” ( i.e. you and me) have already got this all figured out. But the reason so many people still believe the internet is destroying trust is that our leaders are still so far from getting it right! We simply don’t have leaders at a political level that have invested in a voice on social media.

Some key things to remember when trying to start conversations online:

  • Most leaders fear that they have to move at an increased pace because of today’s internet culture. You don’t. Go at your own pace but keep people informed as you do it. It’s ok to communicate to people that “the discussions are still in progress” or “we don’t have information on this yet” so long as you’re communicating something!
  • Believe in the power of primary sources because the public certainly do. Hearing directly from the source rather than a paper adds a lot of value to your communication. If you’ve ever been quoted in an article, blog or feature you’ll know the producer of that piece never quite gets to the meat of what you were trying to say because youdon’t own the conversation or drive the discussion – they do!
  • Embracing in the hacker culture, i.e. making it up as you go along, is key. EU politicians, for example, only see social media as a tool for outbound communications and not for their inbound policy making. Hacker culture dictates that they need to consider the latter.

Elizabeth’s take away advice on owning the social media space? “Be yourself online and talk to people in a way that lets them in but not in a way so casual that you’re treating them like family.”

The value of professional certifications

Rick Blasgen, CEO – Council of Supply Chain Management Professionals (CSCMP) and Tom Derry, CEO – Institute of Supply Management ISM led a session on the evolution of procurement  and supply chain and the value of professional certifications.

Both leaders are very optimistic about what the future holds for procurement and supply chain professionals . “I think [these professions]  will be an embedded feature of every competitive global company around the world because they see so much of what goes on,” argues Rick. “We see it really growing into the fabric of successful companies.”

And Rick believes professional certifications “are a normal part of continuing to educate yourself and continuing to be knowledgeable about such a dynamic and ever-changing field.”

“One of the things important to CSCMP is to advance the logistics, supply chain and procurement professions and the careers of those working in them. The only way we do that is by being thought leaders and thinking about using the new technologies and tools that have never before existed.

“Our certifications will educate you on these things and then test that you have the understanding and can utilise the complexity within them.”
“An association used to function as the place where people felt obliged to belong,” says Tom. But nowadays he doesn’t believe professionals feel such a sense of needing to belong to an association  just for the sake of belonging  “They need value for money and they expect a professional body to provide tools and skills that enable them to be successful at a critical moment in their career.”
Sizing up the procurement market
Braden Baseley, ProcurementIQ Analyst discussed the size and maturity of the global procurement market, revealing preliminary  insights from their specially commissioned research report.
The research reveals…
  •  There are 554, 560 procurement pros working in the US, which make up 0.4 per cent of the workforce
  • The average salary for a US procurement professional is $72,199, which is pretty good considering the average US salary is approximately $55, 000
  • California, Texas and New York employ the largest number of procurement professionals
The report will also explore how procurement skills are changing and evolving and the skills that are most desirable in procurement teams.
The Procurement Thought Leadership Forum was sponsored by Basware. 

3 Ways To Keep Up with the Social Media ‘Joneses’

What do you mean you had time to read The Economist cover to cover – don’t you have a job to do??! Kelly Barner advises how you can keep up with the Social Media ‘Joneses’.

We all know one… that person in your network that not only mysteriously has the time to think, read, discuss and be oh-so-intellectual about the day’s leading topics, they also broadcast that fact everywhere. Here are some sample ‘shares’ to give you an idea:

“Really enjoyed this article the third time I read it in this week’s issue of the Economist”

“Back from our week-long innovation retreat / chakra cleansing with a revised vision for procurement”

“Pleased to share volume 4 of my treatise: ‘Reflections on the Meaning of Corporate Procurement’”

Honestly. Don’t these people have real jobs? After reading status updates like these, it’s hard not to feel horribly overwhelmed. Let’s face it – the rest of us are scrambling from top priority to top priority. We’re trying to cover the fundamentals while also finding the time to look for opportunities to create additional value.

Here’s the thing: just as people gild their personal experiences on social media to make it look like they have the ‘perfect’ life, they are tempted to do the same at work. Although you may feel a combination of stress and envy in response to their abundant discretionary time, you can convert that energy into something that is not only productive, but realistic to achieve.

Procurement has long been hesitant to engage on social media (eek! a supplier might be looking!!), but the tide is beginning to turn. Here are some suggestions for how to keep up with the ‘Joneses’ without actually becoming them.

Read One New Thing Every Day (Max investment: 15 minutes)

There is so much content published on a daily basis that it may seem just as easy to let it all float by as to pick something to read. And yet… not reading anything is a huge mistake. Don’t think too hard about your selection – it is wasted time. You’re better off reading something mediocre and moving on than making it an hour long task. There is something to be gained from every piece of content – even if it is so complex or boring that your mind wanders to other topics. Let it go! Stepping away from project-related tasks and phone calls may be just the distance you need to foster a great idea.

Post a Comment (Max investment: 30 minutes)

Not everyone is a writer – and not everyone who writes should. That said, there is just as much value to be realised in commenting on or challenging other people’s work as there is in publishing your own thoughts. If you’ve already invested the time to read something, why not make a comment? We are all made better when we are challenged, and sometimes all it takes to get the conversation going is the first comment. You’ll find that articulating your point of view helps you formalise your thoughts in a way that just reacting in your mind doesn’t.

Host a Lunch & Learn

One of the things we have to give procurement credit for is the abundance of high quality – free access – webinars and podcasts. If you come across one that is relevant to your team, reserve a conference room and invite others to join you. If it is during lunch, encourage people to bring something to eat. If not, grab coffee or see if the company will spring for bagels (people love bagels…) The resulting conversation will move everyone forward and add to the shared knowledge base of the team.

The key thing to keep in mind is that you can learn and grow without shoving it in other people’s faces. If you’re focused on using that investment of time to put yourself above other people, you’re missing the whole point of building virtual community and advancing professional development. Plus, we all know the unspoken reality… the more showy people are about their own accomplishments, the more likely they are to be updating their status from their parents’ basement. 

3 Ways To Win The Internet (You Don’t Have To Be Justin Bieber…)

The social media world is a scary place and unfortunately it’s scaring away the professionals and organisations who need it the most. How do you embrace today’s internet culture and use it to your advantage? 

The Procurious London CPO Roundtable was sponsored by Basware

Elizabeth Linder, Founder and CEO of The Conversational Century joined YouTube in 2007 and often thinks back to that year, a significant time for YouTube, in order to understand the social media space.

It was an exciting and life-changing time for skilled amateurs.

A time that had millions of people singing in their bedrooms, connecting with huge audiences across the globe and finding fame.

Perhaps the most successful YouTuber in this space was Justin Bieber, who’s YouTube performances were discovered  by chance by record label manager, Scooter Braun.

Others, to this day, rack up millions of video views for a commentary on something they would never otherwise have been considered an expert in, or had the chance to be!

Take 7-year-old Ryan as an example of this in action. His YouTube channel “Ryan ToysReview” where he (you guessed it!) reviews the latest and greatest in children’s toys has seen him become one of the richest YouTubers ever and a multimillionaire.

Or there’s Lindsey Stirling, an American violinist, dancer, and composer…

Youtube ultimately offers us the opportunity to be heard, and some people have seized the opportunity with both hands.

Building trust on the internet

Elizabeth Linder is a strong believer that the internet is the best place to build trust.

Clearly  “The People” ( i.e. you and me) have already got this all figured out.

The problem is that so many of the worlds experts; that is the professionals, the politicians, the press, have really struggled to figure out exactly where they fit in. And that’s why so many people still believe the internet is destroying trust.

All too often, as Elizabeth points out, we focus on the sinister corners of the internet, only promoting the negative effects social media is having on our society.

When governments, the press and businesses perpetuate this idea they fail to acknowledge the value and importance that online conversations can bring, and the huge impact they can have.

The public’s use of social media is way more sophisticated than what we see in most professional bodies and businesses across the globe.

That means, as professionals, we’re on the back foot.

And it’s time to change!

At last month’s Procurious roundtable, sponsored by Basware, Elizabeth Linder provided three key pieces of advice to procurement pros who want to start, and win, conversations online.

1. Go at your own pace

Leaders fear that they have to move at an increased pace because of today’s internet culture.

You don’t.

Elizabeth stressed that it’s crucial to take things at your own pace as long as you let people into your thought processes.

A politician in the throws of a disaster situation can’t be expected to have all the answers or all the solutions. But what they can do is keep the public posted on the events as they unfold, maintain a constant dialogue and reassure people that they are doing everything they can.

As a business leader, it’s ok to communicate that “the discussions are still in progress” or “we don’t have information on this yet” so long as you’re communicating something!

You don’t have to speed up because the internet is speedy. It’s just a different kind of dialogue.

When United Airlines hit the headlines for forcibly dragging a passenger off one of their planes, it took them so long to figure out their communications strategy, that they made things a whole lot worse.

They didn’t need a strategy.

They just needed to say something!

2. Believe in the power of primary

We need to believe in the power of primary sources because the public certainly do.

Hearing directly from the source rather than a paper adds a lot of value to your communication.

If you’ve ever been quoted in an article, blog or feature you’ll know the producer of that piece never quite gets to the meat of what you were trying to say. And that’s because you don’t own the conversation or drive the discussion – they do!

The opportunity to speak directly to your audience is an amazing opportunity for leaders and professionals but it’s taken, particularly western, leaders a long time to grab this space and run with it. Perhaps this is because it demands a greater bravery and vulnerability compared with hiding behind a newspaper column or official statements from your organisation. But the pay off is worth it.

The 2011 London riots  were a big wake up moment for the London Police force, who had to figure out how to communicate directly, and effectively with the general public.

And in the UK county of Staffordshire, the police have invested in real authenticity and conversation on social media, building a strong community relationship.

3. Embrace the hacker culture

Embracing in the hacker culture, i.e. making it up as you go along, is key.

EU politicians, for example, only see social media as a tool for outbound communications and not for their inbound policy making.

Hacker culture dictates that they need to consider the latter, and create as they go.

In the early days of Facebook your profile photo was meant to be one photo of yourself.  The idea was that you uploaded it and you kept it.

But Facebook engineers watched a trend emerging of members rapidly changing their profile picture; every time they went to a party, every time they went on holiday. They realised that users wanted to ability to share their photo albums on Facebook and so built in the functionality to do that. Simply by following the patterns of behaviour.

travel business is struggling with this right now – they used to be able to invite critics to review a hotel/ stay somewhere and write up a review – now all it takes is one guest to write a terrible review about crappy plumbing and it can go around the world- feeling of being out of control is prevalent in leadership circles.

Top tips for getting started online

  • Involve people, whether it’s colleagues, clients, customers or the wider community  in the early building stages of your online presence.  What do they want to hear from you? What’s useful and what’s not?
  • Keep a consistency and truthful tone to anything you post online. Post things that represent you or you organisation because it’s so much better to be yourself rather than a contrived version of yourself. If you’re not funny don’t try to be. If you’re earnest be earnest!
  • Don’t let your voice become part of the PR machinery. The UK lost count of the number of times they heard  Theresa May’s Brexit was going to be Strong and Stable – it was a meaningless consultant’s phrase.
  • Be honest! If you don’t know, say you don’t know! It’s much easier to do this online than it is live on TV.

Pick the right people to communicate with your audience. Your business might have a clear hierarchy but it’s important to consider who should be the spokesperson vs who will be the best spokesperson. The Estonian parliament Facebook page asked their maintenance man to run the page, and he’s become a local celebrity, and great PR for the government.

Elizabeth’s take away advice on owning the social media space? “Be yourself online and talk to people in a way that lets them in but not in a way so casual that you’re treating them like family.”

Procurious are hosting CPO roundtables on 30th May, 19th September and 14th November. If you’re a CPO and would like to attend one of our roundtables in person please contact Olga Luscombe via [email protected] to request an invitation.

2017 Rewind – Help! A Potential Employer Asked For My Facebook Password

As part of our 2017 Procurious rewind, we’re taking a look at the top blogs of the year. Today’s article advises what to do when a recruiter asks for your Facebook password! 

Have you ever been asked to hand over your social media details in a job interview? Don’t panic – it’s probably just a stress test.

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 

  1. 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.

  1. Privacy

“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.”

  1. Work/life

“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.”

  1. 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.”

  1. 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.”

  1. 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.

For example:

  • “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.

Social Currency In Procurement: Do You Know Enough To Be Dangerous?

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.

The insights in this article comprise one of the main takeaways of a supplier intelligence-focused Executive Roundtable Series hosted by tealbook which brought together over 40 forward-thinking procurement leaders from across the country.

Buzzwords, Jargon and other LinkedIn Problems

One person’s Head of Procurement is another person’s Procurement Executive and another person’s Vice President of Procurement and Supply Chain. How do you ensure your LinkedIn profile isn’t confusing employers and holding back your career?

Erce/Shutterstock.com

LinkedIn currently boasts over 460 million users and two new signups per second. If that makes you feel like a very tiny fish in a very large pond, don’t worry, you’re not alone! But that doesn’t mean you can’t find ways to stand out from the crowd.

Some members are scouting for jobs, others are scouting for new hires, and some would like to consider themselves passive users, not placing much importance in their online CV. But, whatever your motivations or opinions, a vast amount of people will have their LinkedIn profile vetted by a prospective employer; it could be the make or break to getting that job. So you really ought to get it right!

How are people finding me on LinkedIn? 

Recruiters, headhunters and employers will visit your profile for a number of reasons. You might have been recommended or referred to them by a colleague or friend. Perhaps they searched for someone with your skillset or career history and stumbled across you by chance or maybe you’ve already applied for a role and they’re performing a final suitability check.

Whether you’re looking for a new role today or in five years time you need a LinkedIn profile that’s ready to go. Don’t take the risk of missing out on a dream role you didn’t know you wanted because a recruiter landed on your empty shell of profile.

Here are my top tips for making your profile shine.

Profile Summary

The latest LinkedIn update gives a huge amount of weighting to the top 2 lines in the summary field of your profile. This is the first thing anyone will see when they view a preview of your profile, which makes them the most critical. Keep it as engaging and informative as possible.

Keywords

LinkedIn searches work by users highlighting keywords. If you want to be found by the relevant people, you need to use the right buzzwords. Do some research into the market you want to be employed in; what sort of job titles and job descriptions are used? Which key words are used over and over again? What words would your dream employer use to try and find someone like you?

Job Title/Headline

Job Titles are an independently searchable field. You have 100 characters, make sure you use them wisely.

What would someone searching for you look for? Somewhere, somehow that’s what your job title needs to have in it.

Instead of having one searchable string, you can have more than one title in your profile:

The second example would result in the profile coming up in significantly more searches.

Company

It might sound obvious but make sure you are listed as working for the right company. Your company might have 30 or 40 subsidiaries, countries, brands associated with it. GSK, for example, has 514 results (and that’s ignoring GlaxoSmithKline which has another 350)!

But again, this is a searchable field so make sure you are on the one with the largest population or the most obvious one.

If you are a recruiter searching for a specific brand you might not take the time to make sure you’ve got exactly the right company. Don’t take the risk – get yourself on the biggest and the best (or most relevant).

Role

If you’ve been promoted within a business make sure you represent that explicitly on your profile. Adding a new position gives you the opportunity to tick the majority of these boxes again:

  • Successful
  • New summary box: more keywords and success
  • New job title: more job title keywords

Jargon

If keywords are the No.1 thing you are searching for, jargon is exactly the opposite. If your company calls it one thing but everyone else calls it something different your current boss is going to be the only person that will find you!

Be aware, too, you might not be aware just how jargon-filled your job title is if you’ve worked in the same business for a while. So take some time to find that out. Search for someone similar to you and see what they call it. And then such for some more for verification!