Beyond Referrals was recently interviewed by Jon Hansen at Procurement Insights on our thoughts around the procurement of professional services.
Jon's site is a great resource for anyone wanting to read more around this subject...
http://procureinsights.wordpress.com
Wednesday, August 20, 2008
Wednesday, August 6, 2008
The BR Blog: Better Ways to Sell AND Buy Professional Services
To date Beyond Referrals has primarily addressed the sales end of professional services business development with only occasional input into the buying side of the equation. Our ultimate goal however, is to improve the selling AND the buying of all professional services as the two are inextricably linked together.
On the buying side, the RFP has been the focus of my criticism for all my career. Unfortunately the lack of a meaningful alternative has let it live long past it's usefulness. I mean really, how many people stay up late plotting better ways to evaluate sector and technical expertise?
Apparently I do. And over the next few weeks, months, and years I'll be sharing better ways to buy on this blog.
"Why?" you ask.
Recently at the Purchasing Management Association of Canada Conference in Newfoundland I witnessed first hand the interest that corporate procurement professionals across North America have in the area of improving professionals services procurement. I have not seen this in the past.
This new attitude inspired me - so after much deliberation this blog has just officially shifted gears. It is now the safe-house for sellers and buyers of professional services to experience thoughts and ideas from both sides of the engagement, in order to identify better ways for clients and consultants to find, and begin working with, each other.
If, through communication of better processes, consultants, clients, and procurement professionals can remove cost and inaccuracy from the current selling/buying experience (and there is plenty) then everybody wins.
As a starting point, I'd like to offer the following.
If you'd like to receive a copy of the audio recording of the Beyond Referrals presentation to PMAC titled RFP's And Professional Services: Finding A Better Way, simply e-mail your request to Cal@BeyondReferrals.com Note that it is not currently available but I will send it as soon as I receive it from the nice folks at PMAC.
Conversely if you'd like a video copy of the Selling Consulting When You're Too Busy Consulting speech delivered in a few dozen cities across North America (and soon Barbados) e-mail your request to Cal@BeyondReferrals.com That one we can ship right away.
There is no cost for either.
Take care and talk to you soon.
www.BeyondReferrals.com
On the buying side, the RFP has been the focus of my criticism for all my career. Unfortunately the lack of a meaningful alternative has let it live long past it's usefulness. I mean really, how many people stay up late plotting better ways to evaluate sector and technical expertise?
Apparently I do. And over the next few weeks, months, and years I'll be sharing better ways to buy on this blog.
"Why?" you ask.
Recently at the Purchasing Management Association of Canada Conference in Newfoundland I witnessed first hand the interest that corporate procurement professionals across North America have in the area of improving professionals services procurement. I have not seen this in the past.
This new attitude inspired me - so after much deliberation this blog has just officially shifted gears. It is now the safe-house for sellers and buyers of professional services to experience thoughts and ideas from both sides of the engagement, in order to identify better ways for clients and consultants to find, and begin working with, each other.
If, through communication of better processes, consultants, clients, and procurement professionals can remove cost and inaccuracy from the current selling/buying experience (and there is plenty) then everybody wins.
As a starting point, I'd like to offer the following.
If you'd like to receive a copy of the audio recording of the Beyond Referrals presentation to PMAC titled RFP's And Professional Services: Finding A Better Way, simply e-mail your request to Cal@BeyondReferrals.com Note that it is not currently available but I will send it as soon as I receive it from the nice folks at PMAC.
Conversely if you'd like a video copy of the Selling Consulting When You're Too Busy Consulting speech delivered in a few dozen cities across North America (and soon Barbados) e-mail your request to Cal@BeyondReferrals.com That one we can ship right away.
There is no cost for either.
Take care and talk to you soon.
www.BeyondReferrals.com
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