Stephen G. Mack, CPSM, C.P.M.Associate Vice President Procurement Services

Drexel University

Recognize these great innovators

Stephen Covey

Steve Jobs

Benjamin Franklin

Jack Welch

Thomas Edison

Steve Zuckerberg

Dr. Phillip E. Allsen

Since I got my bachelor’s degree,” says Exercise Sciences Professor Philip Allsen, “I have never worked a day in my life. Work is something that you have to do, play is what you do by choice. I play.” After “playing” for over fifty years, Dr. Allsen retired September 1, 2011.

THE ONLY PLACE THAT IS CROWDED IS IN THE MIDDLE

THERE’S PLENTY OF ROOM AT THE TOP

Stuck in the middle

• Org Chart looks the same as it did 15 years ago• Value to organization is primarily derived from ability to enforce

rules and process paper• Reactive to needs driven by end users• Believes that spend analytics has no great value in higher

education procurement• Provides no planned strategy for staff development and training• Have goals that are not reflective of or consistent with the

universities• Spend most of the time in the office buried in paperwork• Believes suppliers are necessary evil

Room at the Top• Deployment of Advisory Committees• Organized to be strategic• Investment in Staff Training• Automated Procure to Pay strategy• Procurement is in control of sourcing• Working cooperatively with Corporate Relations, Development and other areas of the

University that are working with our suppliers• Creating Strategic Relationships with key suppliers – not just a good deal on product

costs• Using a variety of best in class purchasing methods

– Reverse auction– RFP’s– Standardization– Rationalization

• Do regular outreach, focus groups and training• Have high percentage of contract compliance and spend under management

Video

• https://www.youtube.com/watch?v=ZiIV8Jcthmw

Great Advice (Burr Millsap)• You have to be willing to take some risks and get slapped down.• It helps to be able to write well. Learn how. Get published. Get your name out

there.• It helps to be able to speak publicly. Join Toastmasters or take the Dale Carnegie

course.• You can never be prepared enough. On all initiatives do your homework. Prepare,

prepare, prepare! – Anticipate the negatives– Bounce off of peers– Develop strategy

• Seek a mentor (or two or three)

Great Advice-Continued• (Almost) Never let emotion rule your professional behavior. Especially in disputes.

– Stick to the issues– Stay logical– Stay nice, decent, professional– Use humor intelligently to diffuse situations

• Always do a 360 degree scan. Avoid putting yourself in situations where your integrity is questioned.• Learn how to hire well. When you get the right person, the hard work is done.• Never hesitate to spread the credit around.

– Be generous with praise where it’s due– Be public about it often

• Never (unless you really mean to and want to) let yourself get isolated from your boss.– Touch base daily– Keep communications open and fluid

• Develop a sense of those things you can do on your own versus those that need higher approval (air cover)

Avoid the “If Only” syndrome

• Ever heard any of these “If Only’s”– If only my boss supported me– If only I had a seat at the table– If only I had the money– If only the culture was different

Build strategies around what you have

Don’t focus on the things that you don’t have

If it ain’t broke…….break it

• Where are you?

• In the middle of the pack

• Or in the rarified air at the top of the mountain

• LET’S DO IT…START TODAY

“There is no finish line”Earl Whitman