Success requires skill acquisition pathways and a support team
While sales teams typically have a Sales Operations team that provides support and administration, purchasers usually don’t have an equivalent Purchasing Operations support team, which makes it difficult to adopt new tools effectively. While it’s relatively easy to use these tools to manage the department, making use of the advanced features requires more technical skills. For example, changing the way rating grids are set up to take advantage of these powerful tools will require additional attention. Beyond a support team, the success of an e-Sourcing project comes down to the purchasers. You have to help them acquire the skills they need to use the tools well and keep using them for the long term.
Column written in July 2020 for InsideBoard. Find it below.
e-Sourcing Tools: What Procurement Departments Need for Successful Adoption | InsideBoard
[:en]Why hasn’t e-Sourcing for bid management become the norm for procurement teams like CRM has for sales teams?[:fr]Comment expliquer que le e-Sourcing, ou gestion des appels d’offres, ne soit pas devenu la norme de la gestion des équipes achats comme le CRM est celle des équipes de vente ?[:]
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