Stop asking for things when you don’t use them!

Why oh why do corporates ask for the world when they don't need it and won't pay for it?!

Over the last ten years, corporate demands have steadily increased as part of the RFP process with additional data and service requests regularly being added to RFPs but without any inclination to increase payment. Surely even basic procurement principles must make buyers aware that if you keep squeezing costs and increasing demands there's a limit to maintaining service levels?

What really gets my goat is when services are demanded and then never used for anything. I have lost count of the number of companies who require carbon reporting MI but aren't trying to reduce emissions. What's the point? Don't buyers have a responsibility to request only what they really need at a time when surviving is at the fore of everyone minds?

AUG 03 2009

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Stop asking for things when you don’t use them!

Thats an interesting perspective! How about TMC's take the proactive view of offering 5 different levels of service with associated pricing.
Basic/entry level no additional services = x
up to full bells & whistles = y
Turn it on its head and tailor your business to meet customer demand.
Infact there's a nice visual on this in the recent ITM/GTMC remuneration report, take a look, it could help with your business development/sales proposal
I hope) a responsible buyer

Posted: 05 Aug 2009 13:57:32


I hear a frustrated voice and I think it is a fair observation that clients generally do have a tendency for requesting information, in particular data without stopping to ask what they are going to do with it. In turn, we as buyers may be asked for data internally and could challenge our stakeholders and understand better what their objective really is. A pull not push approach is best with the Supplier genuinely trying to understand the need and then set up a means for the buyer to access information themselves whenever they need it. Again, it probably needs some honesty from both sides: it's ok to challenge one another if we think time and resource is being potentially wasted. In fact we owe it to ourselves to ask difficult questions from time to time, reflect on what we're doing and ask the 5 whys - I'd bet both parties will find there is benefit and dare I say savings?

Posted: 05 Aug 2009 15:32:15

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