Thanks to the 1967 film Cool Hand Luke, one of today’s largest procurement/sales challenges is easy to put into words. We talk about the need for partnerships and collaboration, but how often do we successfully take the effort beyond talk so that it includes open and productive conversation with our reps and supplier account managers?
In a series of articles written by the Progressive Distributor, an online resource for distribution sales, marketing and management, purchasing expert Malcolm Mills and distribution consultant Frank Hurtte take on some of the issues affecting the sales procurement relationship – not the least of which is A Failure to Communicate.
Despite a little bit of good natured ribbing about who treats who like a “dog” in the sales procurement relationship, Hurtte (purchasing) acknowledges that “Companies on both sides of the buy-sell divide have come to realize that improved communications means better business. And, better business is critical to both sides’ very survival. And today with Wall Street rumbling like a derailed roller coaster and Main Street rolling up the sidewalks due to lack of interest, it’s imperative that we transmit and receive our communications clearly.”
In response, Mills (sales) offers his suggestions about working on the relationship moving forward, “There are a few changes which just have to happen if we are going to extricate ourselves from this mess we are in.
I encourage you to read the full article here, (or the rest of the series, which covers a number of critical topics affecting sales and procurement’s ability to collaborate), but here are a few of my own take-aways:
And on the subject of open communication between sales and procurement, don't forget to take advatage of the opportunity to speak with "The Sales Guy" on January 31st at 12n Eastern.