The PR Council recently conducted a webinar with Thom Roose, a 20-year procurement veteran who has worked for some of the biggest names – and buyers – in business, IBM, Accenture and Proctor & Gamble. Roose made the point that Procurement wants to move away from the traditional time and materials (T&M) billing model. Acknowledging …more
I’ve written several posts on how organizations select communication services. Even after 30+ years, I’m still thinking there’s got to be a better way. In cases in which Procurement leads the charge, the process feels more like a tussle than a process of getting to know each other. Speaking of a better way, …more
I can’t say I’m a fan of procurement. I recognize that every company wants value in its purchases. Yet, procurement’s behavior often reflects a singular mission: secure the cheapest price point possible. I also find that procurement often takes the same approach to selecting PR services as pitting Walmart against Costco in buying soda pop. …more
Whether you’re buying soft-serve yogurt, a car or communication services, everyone wants value. After walking through the doors of the Willow Glen Creamery multiple times, I still calculate the per-ounce price for a mini vs. small vs. medium size to ascertain the best value. Yet, the per-unit price shouldn’t be the primary driver behind the …more
It always feels like a tussle between Procurement and the PR agency. The Council of PR Firms offers a paper called, “Procurement Professionals Q&A: Advancing the Working Relationship with Public Relations Firms” which proposes the money side be handled as thus: With regard to the financial negotiation, there should be a short term and longer …more
