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"The Point" is written by BMP Editor Kelly Barner as well as a diverse group of guest contributors.

Why Your RFP Responses are Failing

From buyers to suppliers, everyone knows that the Request for Proposal (RFP) process is… less than ideal. At the same time, it is often central to the procurement process, so sales teams everywhere should be prepared to put their best foot forward when responding.

I’ve run plenty of sourcing initiatives that included an RFP and have seen responses range from good to bad to “why on earth would you submit this?” levels of ugly. In this article, I will point out some of the bigger issues I see that keep otherwise best-in-class suppliers from winning the business they bid on.

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Recommended Procurement Webinars September 2-6: Supplier Selection and Thriving With Risk

Now that the summer is finally winding to a close, we should be able to get back to business as usual with webinar recommendations. In fact, I wasn’t expecting to be able to do a post this week (with the Labor Day holiday in the US), but voila! Webinars to attend!

If you are planning your webinar schedule beyond this week, I recommend “World-Class Procurement: Redefining Performance in a Digital Era”, hosted by Coupa and featuring The Hackett Group’s Amy Fong on September 25th.

BTW: If you haven’t already, sign up for our mailing list to be sure you get my weekly recommendations in your Inbox each Monday.

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Our Recommended Procurement Webinars for October 17-21

This week our recommended procurement webinars bring us three ideas: supplier prequalification, the bullwhip effect, and finance transformation. Click on the title of each event below to view the full description and register or visit the BMP events calendar to see what’s on tap for the rest of the month.

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Blog Pick of the Week: Ceasar's Palace and Supplier Searching

When we run an initiative, we invite suppliers that are well known in the industry as well as a few that we may have used in the past. But who are we missing out on? What golden nugget is being left out?

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Supplier discovery is a really important piece in eSourcing. When you think about what would make an eSourcing tool incredibly us... Read More
Tuesday, 29 October 2013 05:21
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Blog Pick of the Week: Good Surprises are Wonderful

 

Everyone loves a good surprise. Maybe is it an unexpected birthday present. Or perhaps it is a visit from a dear friend that you have not seen in quite some time. An unforeseen professional opportunity is offered to you that would open up new growth and financial rewards. There are so many events that pleasantly surprise us and we do look forward to those.

 

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Cindy - Thank you so much for highlighting my blog post on supplier financials. Your recommendation to evaluate a supplier against... Read More
Monday, 26 August 2013 12:14
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Webinar Notes: Maximize the Strategic Value of Supplier Networks

This week’s featured webinar was hosted by ISM with contributions from Constantine Limberakis, Senior Analyst in the Global Supply Management practice at Aberdeen Group, and John Lark, Director of Solutions Marketing at Ariba. If you are interested in the subject but didn’t make it to the webinar, you can download a related Aberdeen Group report on ISM’s site. You can also follow Constantine @ABG_SpendMngmt or John @AribaProcure on Twitter.

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The Most Underutilized Strategic Advantage

This week on The Flip Side, we look at a blog post from SalesTrainingAdvice.com on The Most Underutilized Strategic Advantage. With such a promising title, the answer to the question must be something big – huge even to be THE MOST underutilized strategic advantage.

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Blog Pick of the Week: The (Supplier) Match Game

We are all guilty of getting comfortable with what we know. It is easier to get complacent with what you know than to stretch to find alternatives. This is true when sourcing the same category multiple times. Looking for additional suppliers and more in depth RFP questions takes WORK - not that!

This blog from Sourcingmfg.com discusses just that topic. How to match buyers and suppliers?

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