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Joe Stanganelli
Joe Stanganelli
3/2/2018 5:18:42 AM
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Re: Vendor Transformation
@Michelle: Well, again, we're talking about low-level decisions here. What restaurant should we go to? Which special should I order? Which movie should we see tonight? Ultimately, these decisions are unlikely to have a big impact on our lives on way or the other, so the argument in favor of this method goes. By conserving mental energy in this way, proponents argue, you wind up less stressed and have more mental energy and wherewithal to deal with life's bigger decisions.

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Michelle
Michelle
2/28/2018 10:39:34 PM
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Platinum
Re: Vendor Transformation
Oh wow... "always pick ___" sounds like the very wrong method for selection. I guess it works out anyway?

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Joe Stanganelli
Joe Stanganelli
2/28/2018 10:38:04 PM
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Re: Vendors Transformation
@freehe: I suspect that these numbers are skewed by highly politicized organizations where there are a number of sensitivities and ethically incestuous relationships.

That said, it's worth noting that this is an industry specific study -- and that a similar study made by Gartner a few years ago that was not industry specific found that that average number of people involved in a purchasing decision was under 6.

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Michelle
Michelle
2/28/2018 10:35:56 PM
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Platinum
Re: Vendors Transformation
Just 38? Maybe they're actually proud of the numbers considering the alternative. They had fewer stakeholders than your old firm and finished slightly faster :)

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Joe Stanganelli
Joe Stanganelli
2/28/2018 10:35:19 PM
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Re: Vendor Transformation
@freehe: Except for the most high-level decisions, many experts propose taking an "Always pick the first option" or "Always pick the second option" approach -- simply as a matter of conserving time and mental energy. The idea behind this is that, over time, the wrong choices made on these low-level (and, thus, low-impact) decisions will, statistically speaking, be more than made up for by the time and energy conserved from not spending much time on the decisions.

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elizabethv
elizabethv
2/23/2018 9:22:37 AM
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Platinum
Re: Vendor Transformation
@freehe - Exactly! The data that might have been relevant about the decision could change completely in that amount of time! It really doesn't even make sense that it takes this long. So much can change during that process. Then again, maybe that's why it takes so long, they're consumed with trying to change their decisions based on the changes in data. 

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freehe
freehe
2/22/2018 7:57:32 PM
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Platinum
Vendor Transformation
It should never take more than a week or two to make a decision. Making a sound decision in a timely manner requires have several factors including:
  • real time data
  • accurate data
  • senior management support or middle level management support
  • cost
  • feasibility
  • decision without emotion
  • having the appropriate people involved in the decision making process

It sounds like none of these factors were used to make their decisions.

Taking this long to make decisions is also costly because time is wasted that could have been spent implementing a solution.

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freehe
freehe
2/22/2018 7:50:19 PM
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Platinum
Vendors Transformation
"an average of 38 different people are now involved in purchasing decisions, often taking as long as 45 weeks to reach a consensus"

They should be embarrassed to publish this. This is beyond insane. Decisions will never be made with 38 people providing their insight. I worked on a ERP project that have 50 - 60 stakeholders and it took a year to get consensus and some were still upset with the decisions made. Digital transformation is about transforming which can take a few months or a few years.

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DHagar
DHagar
2/22/2018 6:28:46 PM
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Platinum
Re: Vendors Sales Playbook Survey
@mpouraryan, well stated!  That is a great vision that we can all work towards!

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mpouraryan
mpouraryan
2/22/2018 6:21:44 PM
User Rank
Platinum
Re: Vendors Sales Playbook Survey
As always, very gracious M'aam--here is the thing we all ought to remember--the need to be able to be agile and engaging always--isn't that the key to transformation in the final analysis!!

Onward to March w/all the possiblities!!

:)

 

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