From buyers to suppliers, everyone knows that the Request for Proposal (RFP) process is… less than ideal. At the same time, it is often central to the procurement process, so sales teams everywhere should be prepared to put their best foot forward when responding.
Many thanks to the Market Dojo team for their cooperation and collaboration on this post - proof that they have attention spans longer than goldfish.
Everywhere you look, there is evidence that the pace of the world is picking up. We share our status instantly in 140 characters or less. Meetings are routinely scheduled for 30 minutes rather than an hour. We check email, make phone calls, catch up on the news, etc. while walking from one place to another so we are fully informed when we arrive. Saying, “Oh, I hadn’t seen that yet...” is likely to be received with skeptical looks and rolled eyes.
As an active part of this constantly updating, clipped environment, procurement professionals need to be aware of the general pace of interaction between people and organizations. We have to be both purposeful and accurate if we are going to hold people’s attention long enough to get from them what we need.
Mark your calendars now – this week all the action is happening on Thursday. If you’re in New York City, consider registering for ISM-New York’s Annual Meeting on Procurement Risk Management. If you’re not already a member and need a connection, reach out to me directly and I’ll be glad to make an introduction. Click on the title of each webinar below to view the full description and register.
Happy New Year! This week marks the start of a new year of webinars – and based on the first events out of the gate, 2016 is clearly going to be a year where it pays off to challenge the fundamentals. Click on the title of each event below to view the full description in our events calendar and to connect to their registration pages.