A “THREE SIDED” DISCUSSION OF THE FRACTURED DYNAMICS OF PROCUREMENT FOR TRADESHOWS & EVENTS.

Buyers are from Mars.(Often Opposite sides)

Suppliers are from Venus.

Buyers are from Mars.Procurement&Line of Business

Procurement Truths::• Lack experience/insight in services they are

acquiring• They are in a thankless job• Often find “value add” perplexing• See the LOB as spend thrifts• Compensation and evaluation is linked to

savings• Alternative metric can be risk evaluation (T&C’s,

IP)• Owns final approval of an engagement

LOB Truths::• Have a predilection in selection, “Favorite”• Hate having procurement involved• Not discerning |Attracted to pretty picturesBOTH:• By definition are evaluating the supplier• Confuse RFI with RFP

Suppliers are from Venus.

Truths::Think their ideas will be stolenLack a real discernable differentiatorThink procurement is a pain & clueless“Know” the buyer has a favoriteDetest so many silly questionsFeel pressure being evaluatedSpends $$$ on speculative efforts

ARE DESIGNS REALLY SHARED DURING RFP RESPONSES?

Stirring the Pot

Suppliers Truths::

61% say they were offered a peek

24% admit using others designs

19% of buyers admit offering a peek

WHY NOT OFFER A MUTUAL NDA AS FOR USE WITH EVERY RFP?

PS: TSEA HAS ONE THAT NEVER GOT BROADLY ADOPTED.

WHY AN RFP IS ISSUED?Stirring the Pot

Buyers

BUYERS REALLY DO WANT TO SEE CREATIVE COSTS?

Stirring the Pot

Buyers Truths::

79% of buyers want to see the cost identified

RFI & RFP… A FAILURE TO DISTINGUISH!

Stirring the Pot

RFIBlock & Tackling

Requests::Organizational StructureFinancials (D&B)Size FTE | RevenueLocationsProcesses & PracticesCurrent Client PortfolioQuality AssurancesRates | Billing Practices & TermsAttributes::Database DrivenQuick Response

RFPRequests::Free Design | CreativeDirect pricing not rates “demonstration” of valueAttributes::Engages Costly ResourcesImpacts Cost Structures (Yours)Impacts Billable Work | Resource HogLengthy Response Time

WOULD YOU LIKE TO SEE A STANDARDIZED RFI TOOL?

Stirring the Pot

Buyers & Suppliers Truths::

69% of Buyers want standardization

74% of Suppliers want standardization

SO WHY NOT OFFER ONE FROM E2MA

In Summary

A common understanding of each parties needs, concerns, and relationship to the other parties is very helpful in the relationship

Industry standard RFI and dual NDA templates of great help.

Recommendation: Once engaged by a firm develop KPI’s with procurement and maintain a regular relationship as a course a business.

15