Tag Archives: supplier engagement

Big Ideas Summit 2016: Big Idea #28 – Outcome Focused Engagements

Procurement needs to focus on the outcome, the why, of every conversation it has with suppliers and stakeholders.

At the Big Ideas Summit 2016, we challenged our thought leaders to share their Big Ideas for the future of procurement.

From ideas that have the potential to change the very nature of the procurement profession, to ones that got the assembled minds thinking about the profession’s impact outside of the organisation, the response we received was amazing.

Focus on the Outcome

How can procurement professionals drive value for their organisations? For a start, they need to focus on the outcome of their conversations and supplier engagements before they have them.

Chris Cliffe, Director at CJC Procurement, believes that an outcome focus can help procurement in a number of ways. From inspiring their suppliers to wanting to work with them, and also understanding the needs of the other party, it will all ultimately drive a better relationship.

Catch up with all the delegates’ Big Ideas from the 2016 Summit at the Procurious Learning Hub.

Want to find out more about Big Ideas 2016? And maybe what we have planned for 2017? You can visit our dedicated website!

If you like this (and you haven’t done so already) join Procurious for free today. Get connected with over 18,500 like-minded procurement professionals from across the world.

Supplier Engagement – The Advent Calendar Challenge

This Christmas, why not turn your advent calendar into a supplier engagement challenge? Sorry, there’s no chocolate involved…

advent calendar challenge

An idea came to me during a recent commute. With the shopping days to Christmas rapidly counting down and as we start to look forward to the season’s festivities, I thought about my son’s advent calendar and the treats he’ll find behind each door.

Then I thought about a way to turn this into a powerful and productive challenge to build, reinforce and develop relationships with suppliers.

Here’s my idea. There are 17 working days this December – 17 doors. Behind each day’s door could be opportunity, problem resolution and innovation!

The challenge is simple – to call a different supplier each day and have a conversation. Simple. Too simple perhaps. So there’s a Beginner, Intermediate, and Advanced challenge depending on how comfortable with supplier engagement you are.

Beginner Level

The easiest suppliers to speak to ‘should’ be the ones you currently do business with.

Call one of your current suppliers each day during December. Thank them for their help this year. Tell them what they’ve done well, how they’ve helped you and your business. Also, tell them what you’re looking forward to improving on with them in 2017.

Practically too, this is a great opportunity to find out what the supplier’s business hours will be over the festive period to ensure that contact arrangements and any contingency plans are in place if required.

Be interested in their plans for the festive break. Finally, make sure there’s something in the diary for 2017 to continue the conversation.

Intermediate Level

The intermediate level is to call a supplier you’ve never spoken to before (but which might be relevant to your business of course).

Find out what they do and how they do it. What have been their biggest achievements this year and what have they got planned for next year.  By this stage you are likely to have either ruled them in, or out, as interesting for the future.

If of no interest, that’s fine – but maybe they’ve got something very relevant to offer you in 2017 and they could help you. If that’s the case, book a follow up meeting for January! And yes, Public Sector friends, this is ok!

Advanced Level

The hardest group of suppliers to pick the phone up to might be those that have responded to your RFx and Tender processes this year, but which have not secured any of your business. Or suppliers whose contracts have expired and you’ve gone your separate ways.

Call one of these suppliers each day during December to thank them once more for their participation in your process or previous contracts. Find out how business has been for them this year, and whether the feedback you gave them has been useful to them and how they have developed or improved.

Ask them what they are looking forwards to next year and think about whether there might be an opportunity to re-engage in future.

Reward

Whilst an advent calendar themed challenge is a bit of fun, the benefits of this challenge I hope are obvious.

From practical information like opening hours over Christmas through to discussing, and potentially solving, real business problems. From identifying potential innovation opportunities to just finding out what your account manager is doing for Christmas, these conversations could add real value to you and your organisation.

Remember, as you walk past shop windows at this time of year, that you are your own personal shop window. And you are your company’s shop window to its suppliers, past present and future.

These conversations will build your personal brand and your company’s brand too. You might even have a list of ideas and opportunities to look forward to on that difficult first working morning after New Year too!

Share your Stories!

As it is the season for sharing. Please comment or reply and share your feedback on this challenge and on some of the conversations you’ve had. No one is going to check you’ve made 17 calls, but if everyone makes some calls, I’m sure there will be some direct value from it.

Enjoy connecting, and Season’s Greetings to you all!

Big Ideas 2015 Flashback: Building a Supply Chain Wiki

We’re looking back at some of the most popular ideas from Big Ideas 2015. Gordon Donovan examines the concept of a Supply Chain Wiki.

Gordon Donovan, Procurement and Supply Chain Manager at Metro Trains in Melbourne, shared his Big Idea last year around the concept of creating a Procurement and Supply Chain Wiki.

Gordon believes that there is a dearth of good information for procurement organisations around the full supply chain. This isn’t just the Tier 1 suppliers, but Tier 2 suppliers and subcontractors, and further down the chain.

This Big Idea focuses on harnessing the power of the community to build a centralised knowledge base for all.

Gordon admits that his Big Idea is quite daunting, but as he points out, it all has to start somewhere!

See more Big Ideas from our 40 influencers from the Big Ideas Summit 2015 on Procurious.

If you’re interested in finding out more about the Big Ideas Summit 2016, visit www.bigideassummit.com. You can also join our Procurious group, and Tweet your thoughts and Big Ideas to us using #BigIdeas2016.

Don’t miss out on this truly excellent event and the chance to participate in discussions that will shape the future of the procurement profession. Get Involved, register today.