Buyer Reality

2208, 2018

Buyer Reality: Don’t Blunder

By |August 22nd, 2018|

During my tenure as a procurement professional, I saw the number of fundamental mistakes that companies in the workforce solutions ecosystem make when selling to large organizations. From overstated product value propositions — way more common than most providers would like to admit — to simple lack of follow-through, the list of mistakes is long. […]

106, 2018

Buyer Reality: Through the Noise

By |June 1st, 2018|

As a procurement professional and then as an industry advisor, I have worked with all kinds of suppliers. I have conducted numerous sourcing exercises, such as negotiating contracts and running RFPs on everything from office supplies and small package freight to travel services and cleaning supplies to contingent labor.

My diverse experience has taught me much […]

105, 2018

Buyer Reality: A Purple Cow

By |May 1st, 2018|

Every day, another technological development threatens to upend the way companies operate — or so it seems. Take my world, for instance. Freelance management systems, offshoring and nontraditional modes of engagement dominate many of my conversations with staffing services buyers in all stages of their program evolution. At the same time, these managers value and […]

2603, 2018

Buyer Reality: Stand Out

By |March 26th, 2018|

How can you be the best supplier in the MSP supplychain? That’s a difficult question to answer. As a career procurement professional who now advises enterprise clients through SIA’s Contingent Workforce Strategies Council, I have come to sympathize with the struggles many suppliers face in trying to succeed in these programs. And it starts by […]