There are two steps within this process. The first is to identify the benefit or outcome that we can offer what we’ll call our “customer” for shorthand here. The second is just as important, particularly when we look at those indirect type categories where procurement has no divine right to process leadership: the justification of why the procurement function or individual should be chosen to deliver the benefit. The reason we’re strong believers in the need for both of these elements is this. We’ve often heard procurement staff involved in indirect categories make a pitch to the customer along the lines of “let us help you manage your category and we’ll save you money – your budget will go further and you can do more for your money”.
Marketing the Procurement Function (Part 2) [Plus+]
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