November 12, 2008 Beyond Referrals presented a half-day seminar on the above topic to a group of purchasing professionals in Winnipeg Canada. Their written assessment of the seminar was overwhelmingly positive and proof again that the purchasing community is open to better ways than the RFP to select professional advisors.
95% of all attendees indicated they would be recommending the Beyond Referrals seminar to another purchsing professional and 90% indicated that they would be changing the way they purchase professional services as a result of attending the seminar.
Change is coming...
Sunday, December 21, 2008
RFP - The Caribbean Perspective
As a guest speaker at the Caribbean Institute of Certified Management Consultants America's Hub Conference November 26-29 2008 in Barbados I spoke with dozens of management consultants from North America, the UK, and 17 Caribbean countries.
One of the most important concepts for a speaker to master is to be relevant and well-understood by your audience. Given that I was speaking for the first time in the Caribbean I paid particular attention to the feedback I was receiving from the audience. Sometimes they give you that feedback in subtle ways, other times it's more obvious.
Nothing could have been more obvious than the feedback I received, and the discussion generated by my comments on the use of the RFP process to select management consultants. Advisors from Jamaica, England, Denmark, Barbados, Canada, Trinidad and Tobagos, and a dozen other countries were in agreement that the RFP is a process that they would rather see replaced and the sooner the better.
Some regions like the UK have made great strides toward doing so while others are wondering if that is even possible.
The message here from consultants around the globe is that there is a better way for selecting a professional advisor. It's a message I will be carrying around the world in 2009.
One of the most important concepts for a speaker to master is to be relevant and well-understood by your audience. Given that I was speaking for the first time in the Caribbean I paid particular attention to the feedback I was receiving from the audience. Sometimes they give you that feedback in subtle ways, other times it's more obvious.
Nothing could have been more obvious than the feedback I received, and the discussion generated by my comments on the use of the RFP process to select management consultants. Advisors from Jamaica, England, Denmark, Barbados, Canada, Trinidad and Tobagos, and a dozen other countries were in agreement that the RFP is a process that they would rather see replaced and the sooner the better.
Some regions like the UK have made great strides toward doing so while others are wondering if that is even possible.
The message here from consultants around the globe is that there is a better way for selecting a professional advisor. It's a message I will be carrying around the world in 2009.
Monday, November 17, 2008
How To Buy Professional Services: Manitoba
Wednesday November 12th at The Manitoba Club in Winnipeg, Beyond Referrals presented our first ever half-day seminar on how to buy professional services. Hosted by PMAC it had 27 attendees (the target was 20) and we received some valuable feedback from the participants.
95% Indicated that they would be recommending this seminar to other procurement professionals and virtually all indicated that they would be changing the way they procure services, or suggesting changes to their organization as a result of attending the seminar.
There were some great suggestions for additonal iformation which will be incorporated into future seminars as well.
Watch for more dates for this seminar in cities across Canada.
95% Indicated that they would be recommending this seminar to other procurement professionals and virtually all indicated that they would be changing the way they procure services, or suggesting changes to their organization as a result of attending the seminar.
There were some great suggestions for additonal iformation which will be incorporated into future seminars as well.
Watch for more dates for this seminar in cities across Canada.
Tuesday, September 9, 2008
PMAC Event in Winnipeg
Tuesday September 16, 2008 I will be presenting an abbreviated version of the "How to Buy Professional Services" presentation to the Manitoba Institute of PMAC at their AGM. This presentation was originally delivered at the PMAC national conference in May.
If anyone would like a PDF copy of the presentation please e-mail me at cal@BeyondReferrals.com and I'd be pleased to send one to you.
If you'd like more information on the event please contact Al Amundsen at 1.204.231.0965.
If anyone would like a PDF copy of the presentation please e-mail me at cal@BeyondReferrals.com and I'd be pleased to send one to you.
If you'd like more information on the event please contact Al Amundsen at 1.204.231.0965.
Tuesday, September 2, 2008
Assessing Claims of Expertise
As a buyer of management consulting, have you ever wondered how you can identify a real expert? Below is a quick way to make an initial assessment of expertise. If a consultant answers "YES" to all three questions they are likely a true subject matter and sectoral expert, and worth meeting with to determine if they are the best solution to your specific consulting challenge...
1. Does the consultant regularly publish articles, in professional media, on the subject matter on which they consult?
2. Does the consultant regularly speak to professional groups on the subject matter in which they consult?
3. Does the consultant have clients outside of their own local geographical market?
A generalist will not have published anything other than their own marketing newsletter writing about the birthdays in their office and their own anniversaries, Similarly, they will not be sought after as speakers at any event other than a local business networking luncheon, and finally, clients will not cross the street for a generalist - unless they are cheaper. Expertise travels the globe because they provide value beyond the constriants of travel costs.
1. Does the consultant regularly publish articles, in professional media, on the subject matter on which they consult?
2. Does the consultant regularly speak to professional groups on the subject matter in which they consult?
3. Does the consultant have clients outside of their own local geographical market?
A generalist will not have published anything other than their own marketing newsletter writing about the birthdays in their office and their own anniversaries, Similarly, they will not be sought after as speakers at any event other than a local business networking luncheon, and finally, clients will not cross the street for a generalist - unless they are cheaper. Expertise travels the globe because they provide value beyond the constriants of travel costs.
Wednesday, August 20, 2008
Procurement Insights Interview
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
Jon's site is a great resource for anyone wanting to read more around this subject...
http://procureinsights.wordpress.com
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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