Procurement Game Show Series (7): The Gong Show

In the late 70's The Gong Show, hosted by Chuck Barris, hit the airwaves. This was a so-called talent show, where celebrities would judge contestants, and after pretending to restrain themselves would give really bad acts The Gong. The show would always throw in one or two people who actually were talented (someone had to win a prize, after all). The top scorer of the day won the grand prize of $516.32. It was the first true TV show that capitalized on individual's need for their fifteen minutes of fame; but also demonstrated how many people actually believed that they truly had talent and were devastated (and sometimes angry) when they were given the Gong.


How often has it happened to you --you get a proposal or a presentation from a supplier where you wish you could remove all protocol and pull out The Gong and end your pain and suffering (as well as theirs)? Over the years I have truly been exposed to The Good, The Bad and the Absolute Ugly in this regard. Vendors who don't know what they are selling, have not bothered to define what is being bought, or present in such a painfully amateurish way, that euthanasia may be the only effective answer.

This is not just the territory of small inexperienced suppliers, in fact, although by no means immune to this failing, it occurs equally as often by larger vendors, often the incumbent on an account. It is unfortunate that the latter is often driven by arrogance and a feeling of entitlement.

Why do suppliers insist on either responding to RFPs for which they are truly unqualified or present a poorly thought out response that does not reflect the requisite business needs and seems more like an act from the Unknown Comic?

Procurement professionals will appreciate a supplier when they do not respond to any and all RFPs and waste the time of the reviewers. In fact, demonstrating that your firm would be ill-qualified for a particular opportunity, might put you in a good position for future business, as you inherently gain the respect of the buyer with this approach -- as you demonstrate a respect of their time and an understanding of you business capabilities.

Also, when given the opportunity to present your offering, provide content and map it to the business drivers of your potential client. Be clear, concise and direct. Don't waste anyone's time with "vapour-ware" which is not related to the issue at hand. And please, have someone present who is good in front of a crowd. Don't have a person present who comes across as nervous -- this signals to the buyer that there is a lack of confidence in the offering.

I believe it would be advantageous to have a Gong in all procurement offices around the world. The efficiencies that would be achieved but eliminating the wasted time would be huge!