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Challenges of pitching Business Improvement into Procurement
Risk/Reward, commitment to results, return on investment
Daily rates/rate cardsSpend criteria
Sustainable Behavioural changeResults need measurement & monitoring to ensure they hit the bottom line
Advice, expertiseResults are the advice and conclusions
Benefits/ outcomes
Evaluation of consultancies
Needs identification/definition
Demand management
Criteria
Selection of the right partner to co-create the solution – confidence in the partner to deliver the required outcomes (more flexibility on the activities)
Confidence in the quality of the presentation at the pitch and the individuals present
References (evidence of how)Credentials (evidence of what)
Dynamic phased process to increase certainty of results
Often consultant led, discreet process at single point in time
Ongoing contract management, collaboration with Operation
Separate roles for operations and procurement
Purchasing Business Improvement“Traditional” Purchasing
So a knowledgeable buyer will need to shift the criteria and goal posts for comparison and selection
Risk/Reward, commitment to results, return on investment
Daily rates/rate cardsSpend criteria
Sustainable Behavioural changeResults need measurement & monitoring to ensure they hit the bottom line
Advice, expertiseResults are the advice and conclusions
Benefits/ outcomes
Evaluation of consultancies
Needs identification/definition
Demand management
Criteria
Selection of the right partner to co-create the solution – confidence in the partner to deliver the required outcomes (more flexibility on the activities)
Confidence in the quality of the presentation at the pitch and the individuals present
References (evidence of how)Credentials (evidence of what)
Dynamic phased process to increase certainty of results
Often consultant led, discreet process at single point in time
Ongoing contract management, collaboration with Operation