I, like many others, am a procrastinator.
I need prompting and support when faced with tasks that, quite frankly, I can’t be arsed to do.
Hence the reason why, over the years, I have received a plethora of gifts that bear the motif: ‘Get shit done’.
Pencils, notebooks, mugs and coasters – all reminding me of the need to ‘get on’ and tick the box marked ‘completed’.
But what I have realised over the years is this ‘How you start underpins how well you finish.’
The wisdom of Benjamin Franklin
When I took my FA coaching badges (some many moons ago) the mantra the lead tutor used was ‘Fail to prepare, prepare to fail.’
A well journeyed phrase – yet a universal truth that applies not solely to the playing field but also to life, ergo business, in general.
So why, oh why, do we continue to see MarComms tenders going out to the supply chain that have not been prepared properly and are simply not fit for purpose?
It has been encouraging to watch the value of specialist marketing procurement increase over the last few years. But there is still room for improvement.
The criteria from most of the Marketing Directors we have recently spoken with is not just cost savings.
They are demanding efficiency and effectiveness becomes part of the currency being negotiated.
Measuring the value add
For this to occur, a much broader understanding of the client’s operational process is needed – by both procurement and marketing teams.
This is where the true, efficient and effective requirements are identified.
Our starting point is to involve all stakeholders and ask them;
- What is the key outcome required? (in one sentence)
- What’s currently working, what’s not?
- Could you explain your process?
- Who is responsible and for what?
- What reporting structure is in place?
- How is automation used?
- How is the relationship regulated?
All this at the very beginning – before even thinking of the classic ‘basket of goods’ (which have become, IMHO, an incidental irrelevance these days.)
All together now
It takes discussion, openness, collaboration and no little time to identify exactly what may be required from a supply partner that goes over and above cost efficiencies.
To ensure that any relationship is sustainable for both parties against very clearly agreed measurables.
To make them effective and efficient over and above any spreadsheet cell.
Heed that universal truth of ‘fail to prepare, prepare to fail.’
Don’t get shit done – get IT done.
Properly.
About theSPC
theSPC supercharge marketing supply management and operations to make them seamless, cost effective and sustainable. We enable marketers to spend their time and effort on marketing, not operations, in order to maximise the return on marketing investment.
Our focus is on enhancing people, processes, systems and supply chains to ensure they operate as efficiently and effectively as they can.
