Make the Connection was a game show in the earlier era of TV. A panel of four celebrities tried to determine the sometimes illusive connection between two or more contestants. What linked them together? Often the relationship was difficult to ascertain, as on the surface there were potentially thousands of combinations and permutations to guess from.
Similarly procurement professionals are often faced with the daunting task of sifting through literally thousands of suppliers who wish to obtain business from their corporation. Which vendors will provide the best options? Are you able to clearly define a link between their products and services and your needs? Is the connection which they are indicating to you of true value or is it somewhat misleading?
After much review and associations of linking your corporation to a few of the supplier contestants, further exploration of a potential relationship begins. There may be several vendors who have a similar product or service, but variations exist and thus exploring a potential alliance begins.
When determining the viability of doing business, many questions are asked,
compatibility is determined and there is a desire to discover how much of what someone is saying is in effect real and how much of it is "vapor-ware". Similarly on the 60's show The Dating Game bachelors/bachelorettes were provided the opportunity to question three potential mates, who although significantly different had in common the fact that they were of the opposite sex and thus a viable option. The possible contenders were sequestered behind a screen so that their actual appearance could not affect the decision making process. It was about their personality, not about their outward manifestation. Often you could see the disappointment on the "chooser's" face as their pick, although demonstrating depth of character, did not have the attractiveness of the other possibilities.
When choosing a potential partner for our corporations, we need to be aware that as human
beings we are not immune to the "flash" or outward appearances of marketing collateral and of the sales personnel and pitch. When we begin the "dating" ritual, we may be swept away by the appearances and style, as opposed to the depth of offerings and support. We are programmed to be visual beings and as such, because we don't have the business luxury of putting our potential supplier behind a screen (although wouldn't that be an interesting process ) we need to be aware that the "nerdy" guy with the gap-toothed smile, might be a better partner in the long-run. The beautiful leggy model or the GQ -looking man may have little behind their appearance to offer. Behind the veneer there may only exist a vacuum, hence the saying "all style, no substance."
Many who read this will believe that they cannot be affected in this manner, however psychology is against you in this -- as our subjective consciousness, very often overrides our objective one. It is one of the reasons that to minimize the "attractiveness" affect it is important to have a procurement process which levels the playing field. Using an electronic RFP process is effective in achieving this goal and ensuring that all suppliers are treated equally -- no extra meetings, inquiries etc., by one vs. the other -- no golf games, dinners etc. By engaging in this so-called "relationship" building you are allowing a "contestant" to tip you in the direction of the subjective. Have several parties participate in the evaluation. In this way, if one individual is more subjective, the effect is neutralized by the others present.
So first, Make the Connection and then play The Dating Game, but be careful that you are not just imaging a link so that you can spend time with the supplier who has surface attractiveness.
Remember "you can't judge a book by its cover", both in life and in business
After much review and associations of linking your corporation to a few of the supplier contestants, further exploration of a potential relationship begins. There may be several vendors who have a similar product or service, but variations exist and thus exploring a potential alliance begins.
When determining the viability of doing business, many questions are asked,
compatibility is determined and there is a desire to discover how much of what someone is saying is in effect real and how much of it is "vapor-ware". Similarly on the 60's show The Dating Game bachelors/bachelorettes were provided the opportunity to question three potential mates, who although significantly different had in common the fact that they were of the opposite sex and thus a viable option. The possible contenders were sequestered behind a screen so that their actual appearance could not affect the decision making process. It was about their personality, not about their outward manifestation. Often you could see the disappointment on the "chooser's" face as their pick, although demonstrating depth of character, did not have the attractiveness of the other possibilities.When choosing a potential partner for our corporations, we need to be aware that as human
beings we are not immune to the "flash" or outward appearances of marketing collateral and of the sales personnel and pitch. When we begin the "dating" ritual, we may be swept away by the appearances and style, as opposed to the depth of offerings and support. We are programmed to be visual beings and as such, because we don't have the business luxury of putting our potential supplier behind a screen (although wouldn't that be an interesting process ) we need to be aware that the "nerdy" guy with the gap-toothed smile, might be a better partner in the long-run. The beautiful leggy model or the GQ -looking man may have little behind their appearance to offer. Behind the veneer there may only exist a vacuum, hence the saying "all style, no substance."Many who read this will believe that they cannot be affected in this manner, however psychology is against you in this -- as our subjective consciousness, very often overrides our objective one. It is one of the reasons that to minimize the "attractiveness" affect it is important to have a procurement process which levels the playing field. Using an electronic RFP process is effective in achieving this goal and ensuring that all suppliers are treated equally -- no extra meetings, inquiries etc., by one vs. the other -- no golf games, dinners etc. By engaging in this so-called "relationship" building you are allowing a "contestant" to tip you in the direction of the subjective. Have several parties participate in the evaluation. In this way, if one individual is more subjective, the effect is neutralized by the others present.
So first, Make the Connection and then play The Dating Game, but be careful that you are not just imaging a link so that you can spend time with the supplier who has surface attractiveness.
Remember "you can't judge a book by its cover", both in life and in business
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