At a recent planning call with some of the members of the Next Practices Xchange for their upcoming conference, I was asked to come up with the list of concerns that leaders in the community (Procurement, Strategic Sourcing, Supply Chain, etc. etc.) had. This was to identify the major risks that are facing the community so that a relevant agenda could be developed. I pushed back at the members and got them to acknowledge that we would be talking about only those issues that they knew about or had identified. What about all those that they had not?
Often referred to as a “sacred cow” of Sourcing, law firms are finally feeling the squeeze felt by every other business that supplies goods or services to clients. It took the recent recession for companies to realize that “everything is negotiable”, even the legal fees charged by their outside legal counsel.
We continue our series on Competency Based Talent Management with a post on training. Keeping your folks trained in the proper areas is very important to any organization. But have you ever thought about how effective your training programs are and how you can get your training programs adopted over the long-term? This post gives a few ideas. What have you found to be effective?
I’m not a huge baseball fan, but my daughter gave me the book Moneyball (used at many leading business schools) by Michael Lewis and I was eager to see the movie. Brad Pitt takes a break from his jet-setting life with Angelina Jolie to play Billy Beane, the General Manager of the Oakland Athletics baseball team. Billy Beane is well-known for fundamentally redefining the way baseball teams make decisions and challenging the way teams had been managed for over a century. He essentially changes the decision criteria used to select players to a much more fact-based model, which focuses on the real value the players bring toward the Intended Consequences (getting a win). Once he redesigns the consonants (People, Process, Technology), he quickly realizes that getting to the expected results is still far away. It’s not until he focuses on the vowels (Adoption, Execution, Implementation, Optimization and Utilization) that the results start showing up. The constraints he faces should sound very, very familiar to everyone. Follow the trail and tell me if you agree that we all need to be a Brad Pitt (no that does not come with Angelina Jolie).
According to the American Marketing Association (AMA), marketing is defined as “the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large.” As I read this definition the word value stands out to me. Adding value is key to effective marketing, yet why is it that we seem to forget that fact in our everyday work life?