Buyer Reality

2303, 2020

Crossing the Divide

By |March 23rd, 2020|

I began my career as a contingent workforce professional on the supply side. I remember how much each placement would mean to me personally, because it meant that I was helping another person find a job and another team get closer to achieving their goals or a project outcome. I still recall the details of […]

1902, 2020

Buyer Reality: A Transformation Agent

By |February 19th, 2020|

With the threat of disruption looming, we are seeing enterprise organizations intentionally shift away from business as usual to “transformation.” And executives everywhere are realizing that not only are people the heartbeat of every organization, but having the right people in the right roles is key to creating meaningful change. I’ve had the privilege of […]

909, 2019

Making the Cut

By |September 9th, 2019|

In this extremely competitive environment, companies like mine are looking to make efficiency improvements, optimisations and cost improvements for our contingent workforce programmes. And a crucial piece of the puzzle is having the right supplier base to achieve our goals and support our business.

Over the last two years, I have managed a global rollout of […]

2307, 2019

Buyer Reality: Walk in Their Footsteps

By |July 23rd, 2019|

For a moment, forget that you’ve been in the staffing industry for years and that, as a managed service provider to contingent workforce programs, you can speak the language fluently, using terminology like “IC vetting,” “staff augmentation” and “statement of work.” Forget that you understand thoroughly how to calculate bill rates and markups. Imagine instead […]

2503, 2019

Stand Out

By |March 25th, 2019|

Our managed services provider recently completed its 2018 scorecard process and subsequently removed several suppliers from our list for nonperformance. Oddly, those suppliers weren’t surprised — and I couldn’t help but wonder, if they weren’t interested in our business, why didn’t they ask to be removed? Or, if they wanted to stay on, why didn’t […]

102, 2019

Buyer Reality: Realigning With Partners

By |February 1st, 2019|

“If you don’t grow, you die.”

I have heard these words many times over my 18-year career at Southwest Airlines. They have been a mantra of sorts for Herb Keller, our founder and CEO Emeritus. He would say them often when reminding us that we must change and evolve as an airline in order to beat […]

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 […]