Purchasing

Richard G. Weissman

And Other Duties "As Assigned"
March 31, 2008

I have just passed my sixth year as a full timer in academia and I must say it is a nice life. I love to teach and help people and standing in front of a group of students explaining the nuances of plant layout, supply chain management, or business strategy makes me happy. The fact that they take notes on what I say certainly feeds my ego. Or maybe they are just doodling?

I also have some administrative responsibilities and one of them this year is to handle the marketing efforts of my college division. It has been fun working with suppliers again as I spend some decent money on a variety of advertising media. I've met with a lot of media folks during the past 10 months or so from regional radio, print, television and other venues. Maybe I just miss the old supply management days, but I have enjoyed the process and I'll speak to just about anyone who wants to try selling me media. And, the more we advertise the more calls I get.

Some insights you might find interesting (or maybe you're doodling?):

• Those suppliers who are flexible, creative, and take time to understand my business are getting the business. Repeat business also.
• Show me value and understand that ALL of my spend will not be with you.
• Follow-up after my ad runs. Send me copies or an .mp3.
• Appreciate my business. 
• Don't depend on e-mail for marketing materials. .PDFs are wonderful, but don't make me download, print, and distribute YOUR materials. Also, you've spent a lot of money on color graphics and I have a black and white printer. And, when I ask for three packages of material I need three packages. There are several of us in the decision making process. 
• Don't act like you are my friend when you first call. Got that, Timmy?
• I will honor your appointment time, but honor mine. Be on time and be prepared. Oh, and don't sandbag me by coming with two or more additional folks. Your boss will not help you to close the order. It just crowds my office. 
• I am not a media expert. When I ask a question about column width formulas, don't roll your eyes. Got that, Marie?
• Listen to the clues I give you about selling into my organization. I am trying to help you. 
• Don't give me proposal deadlines. It doesn't work when I buy a car either. We'll buy when we are ready to. We know you want to close the deal.
• Nice wins all the time. Value my business. 
  Timmy and Marie (not their real names) are still waiting for their first orders.

Gee, this feels good.

Posted by Richard G. Weissman on March 31, 2008 | Comments (0)