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A “THREE SIDED” discussion of the Fractured dynamics of procurement for Tradeshows & Events.

Buyers are from Mars. (Often Opposite sides) Suppliers are from Venus. A “THREE SIDED” discussion of the Fractured dynamics of procurement for Tradeshows & Events. Buyers are from Mars. Procurement & Line of Business . Proc urem ent Truths::

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A “THREE SIDED” discussion of the Fractured dynamics of procurement for Tradeshows & Events.

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  1. Buyers are from Mars.(Often Opposite sides) Suppliers are from Venus. A “THREE SIDED” discussion of the Fractured dynamics of procurement for Tradeshows & Events.

  2. Buyers are from Mars.Procurement&Line of Business Procurement Truths:: Lack experience/insight in services they are acquiring They are in a thankless job Often find “value add” perplexing See the LOB as spend thrifts Compensation and evaluation is linked to savings Alternative metric can be risk evaluation (T&C’s, IP) Owns final approval of an engagement LOB Truths:: Have a predilection in selection, “Favorite” Hate having procurement involved Not discerning |Attracted to pretty pictures BOTH: By definition are evaluating the supplier Confuse RFI with RFP

  3. Suppliers are from Venus. Truths:: Think their ideas will be stolen Lack a real discernable differentiator Think procurement is a pain & clueless “Know” the buyer has a favorite Detest so many silly questions Feel pressure being evaluated Spends $$$ on speculative efforts

  4. Stirring the Pot Are designs really shared during RFP responses?

  5. Suppliers Truths:: 61% say they were offered a peek 24% admit using others designs 19% of buyers admit offering a peek

  6. PS: TSEA HAS ONE THAT NEVER GOT BROADLY ADOPTED. Why not offer a mutual NDA as for use with every RFP?

  7. Stirring the Pot Why an rfp is issued?

  8. Buyers

  9. Stirring the Pot buyers really do want to see creative costs?

  10. Buyers Truths:: 79% of buyers want to see the cost identified

  11. Stirring the Pot RFI & rFP… a failure to distinguish!

  12. RFIBlock & Tackling Requests:: Organizational Structure Financials (D&B) Size FTE | Revenue Locations Processes & Practices Current Client Portfolio Quality Assurances Rates | Billing Practices & Terms Attributes:: Database Driven Quick Response RFP Requests:: Free Design | Creative Direct pricing not rates “demonstration” of value Attributes:: Engages Costly Resources Impacts Cost Structures (Yours) Impacts Billable Work | Resource Hog Lengthy Response Time

  13. Stirring the Pot would you like to see a standardized RFI Tool?

  14. Buyers & Suppliers Truths:: 69% of Buyers want standardization 74% of Suppliers want standardization SO WHY NOT OFFER ONE FROM E2MA

  15. In Summary A common understanding of each parties needs, concerns, and relationship to the other parties is very helpful in the relationship Industry standard RFI and dual NDA templates of great help. Recommendation: Once engaged by a firm develop KPI’s with procurement and maintain a regular relationship as a course a business.

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