Do you remember the late 80's movie "Field of Dreams"? If not, let me refresh your memory.
Kevin Costner plays a former Sixties idealist who runs a farm in Iowa
Since that movie the concept of "Build it and they will come" has become popular in modern parlance and to a certain extent the belief exists that if we create a good or great product or service, people will discover that fact and automatically avail themselves of this grand opportunity.
Unfortunately, we are not imbued with the benefit of heavenly intervention and the obvious inherent psychokinesis that ghosts would have. We live in the real world where unless we tell, sell and tell and sell again, our potential clients will continue to do things the way they always have.
Many procurement professionals have yet to discover the benefit of marketing and selling their abilities to their organization. And its not like they rest on their laurels. Once they have benefited the organization through an engagement, they are right on to the next one and so on.
But in the interim you must ask the question of "who knows, and who cares?"
Procurement and supply chain organizations regularly contribute significantly to the bottom line of corporations, yet in many instances are marginalized from the rest of the business.
Why? Because of buying into the Field of Dreams concept of "Build it and they will come". In Procurement speak, this could be deemed to the the Field of Broken Dreams, because regardless of the successes realized, it you don't package it like a supplier packages and sells the benefits, no one is going to come.
Recognize for your client prospects, it is a lot easier to do nothing -- that is continue in their comfort zone of doing things they way they always have. No need to discuss with others, or have oversight, and involvement. No loss of control etc., etc. etc.
So what needs to be done. Let's look at that next time -- but be assured you can't build it without knowing what the business drivers of your clients are, then you need to get them to "come" and once there, it is a continuous process to get them to stay.
Since that movie the concept of "Build it and they will come" has become popular in modern parlance and to a certain extent the belief exists that if we create a good or great product or service, people will discover that fact and automatically avail themselves of this grand opportunity.
Unfortunately, we are not imbued with the benefit of heavenly intervention and the obvious inherent psychokinesis that ghosts would have. We live in the real world where unless we tell, sell and tell and sell again, our potential clients will continue to do things the way they always have.
Many procurement professionals have yet to discover the benefit of marketing and selling their abilities to their organization. And its not like they rest on their laurels. Once they have benefited the organization through an engagement, they are right on to the next one and so on.
But in the interim you must ask the question of "who knows, and who cares?"
Procurement and supply chain organizations regularly contribute significantly to the bottom line of corporations, yet in many instances are marginalized from the rest of the business.
Why? Because of buying into the Field of Dreams concept of "Build it and they will come". In Procurement speak, this could be deemed to the the Field of Broken Dreams, because regardless of the successes realized, it you don't package it like a supplier packages and sells the benefits, no one is going to come.
Recognize for your client prospects, it is a lot easier to do nothing -- that is continue in their comfort zone of doing things they way they always have. No need to discuss with others, or have oversight, and involvement. No loss of control etc., etc. etc.
So what needs to be done. Let's look at that next time -- but be assured you can't build it without knowing what the business drivers of your clients are, then you need to get them to "come" and once there, it is a continuous process to get them to stay.
1 comment:
Audit has the same problem. If you can't calculate your contribution to the Bottom Line, no-one else can or will appreciate your contribution to the organization.
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