Comments
elizabethv
2/21/2018 9:16:31 AM
User Rank Platinum
Holy wow
@DHagar - I sincerly hope the very first suggestion was to not have 700 meetings. Let me guess, they could have all been reduced to an email with a SurveyMonkey in them? I will say my current employer is great about not bombarding us with meetings. And even the meetings we do have you don't have to attend. Shortly after an email is sent out, summarizing the meeting. You just have to answer the questions that are asked, all pertaining to the email, and that then counts as your attendance at the meeting. Needless to say, I've never been to a meeting here.
elizabethv
2/21/2018 9:26:42 AM
User Rank Platinum
Efficiency
One of the most interesting findings was around the rise of consensus buying. With digital transformation involving all departments within an operator, some working together for the first time, an average of 38 different people are now involved in purchasing decisions, often taking as long as 45 weeks to reach a consensus. This is clearly frustrating for vendors, but also for the operators themselves.
This is just insane. There has to be a way to cut down on this process. I can't imagine the best way for any business is to take 45 weeks to reach a decision. Would cutting the number of people invovled by half reduce the amount of time it takes to come to a consensus by half? If so I'd suggest doing it. I just can't see how any CEO would allow for such a thing.
DHagar
2/22/2018 5:06:26 PM
User Rank Platinum
Re: Vendors Sales Playbook Survey
@mpouraryan, good analysis! But I don't think the final result should be the choice of Facebook in that the consumer, the markets, the press, industry, competitors, etc., can express opinions on how well Facebook is fulfilling its obligations. An informed public will keep the spotlight on and flag if there is a failure to perform!
DHagar
2/22/2018 5:09:50 PM
User Rank Platinum
Re: Vendors Sales Playbook Survey
@mpouraryan, there we go! Great examples! There is a difference when true leadership exists! Thanks for sharing.
DHagar
2/22/2018 5:11:30 PM
User Rank Platinum
Re: Vendors Sales Playbook Survey
@mpouraryan, well said! The perserverence and diligence required to keep things on track is a strength and opportunity for all of us.
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!!
:)
DHagar
2/22/2018 6:28:46 PM
User Rank Platinum
Re: Vendors Sales Playbook Survey
@mpouraryan, well stated! That is a great vision that we can all work towards!
freehe
2/22/2018 7:50:19 PM
User Rank 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.
freehe
2/22/2018 7:57:32 PM
User Rank 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.
elizabethv
2/23/2018 9:22:37 AM
User Rank 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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