"Too Many Marketing Fingers in the Pie"
Sourcing Innovation just posted a great article on running those first pilot projects following a successful access-gain into the Marketing category. Among some of the tips, notes, and warnings:
"You need to have a firm understanding of what Marketing needs and a solid understanding of the lingo used by the Agencies as well as Marketing."
"You need to present Marketing with a clear picture of the process you are going to follow up-front and make sure that Marketing understands the process you are using and the critical importance of not circumventing the process, no matter how many times the incumbent Agency representative uses his direct-dial rolodex and asks someone in Marketing to let a requirement slide or just skip straight to the pitch."
"You won't be thanked for your many successes, even though proper benchmarking and reporting will have you recognized by the CFO and CEO, you will get all the blame for any and all failures if you screw up just once."
A 1-2 Punch of SRM and Internal Marketing
Your average procurement group - and maybe your procurement group - is inundated with recommendations and advice concerning the pursuit of strategic initiatives. The message is clear that future and long-term success for procurement and sourcing groups is going to be in the form of strategic initiatives that see procurement move from tactical rubber-stampers focused solely on cost reduction to strategic resources focused on the long-term growth of the organization. But many groups are resource-light and are up in the air about which strategic initiatives to pursue in order to get the strategic ball rolling, so to speak.
This article from Buyers Meeting Point, put together from a collection of Source One personnel, details two of the most common recommended initiatives - internal marketing and supplier relationship management, or SRM - and outlines how to optimally pursue them. The result is a 1-2 punch that delivers an early impact, a recognizable ROI, and gets procurement moving towards a position more centric to the organization's overarching goals.
And for more information on Supplier Relationship Management, check out http://srm.sourceoneinc.com.
Image courtesy of Peace Through Pie