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arilyn Gettinger, C.P.M.,
ISM International Conference 201
ew Directions Consulting Group
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Session Code:BG
Still Trying to Get a Seat at the
Table
Marilyn Gettinger, C.P.M.
Owner
New Directions Consulting GroupMonday, April 26, 2010
9:20 - 10:20 a.m.
2
Still Trying To Get A Seat?
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arilyn Gettinger, C.P.M.,
ISM International Conference 201
ew Directions Consulting Group
3
Audience
Getting to the Facts Why is it that supply still does not
have a seat at the table?
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AudienceGetting to the Facts
What is the impact at yourorganization because supplyprofessionals do not have a seat atthe conference table of seniormanagement, marketing, finance,engineering, IT, etc.?
Soft Costs
Opportunity
Costs
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arilyn Gettinger, C.P.M.,
ISM International Conference 201
ew Directions Consulting Group
5
AudienceGetting to the Facts
What is the impact on supplyprofessionals and the supplydepartment?
Redundancy
Duplication
Fixing
Fire Fighting
VolumeChallenges
Contract Problems
Bottleneck
Suppliers
6
WHAT DO YOU BRING TO THE TABLE?
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arilyn Gettinger, C.P.M.,
ISM International Conference 201
ew Directions Consulting Group
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The Economy?An Upper or a Downer?
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Topics To Discuss
Getting to the Facts
Root Cause Analysis
What In It For Me? (Oh, Tell Me Why)
Features and Benefits
Mind Shifting
Skills and Knowledge Check Up
It is More Than You Know
Those Decision Makers
Tools
Getting Strategic
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arilyn Gettinger, C.P.M.,
ISM International Conference 201
ew Directions Consulting Group
9
Goals of This Presentation
To Get a Seat at All the Tables
To Design and Implement a
Strategy to Get Us There
To Identify Necessary Skills
And Knowledge
To Understand What It Will
Take
Motivation
CHUTZPAH
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Decision makers do not know what we do?Embedded silos in the organization?
Non-purchasing staff thinkthey can do it better?
Non-purchasing staff want to controlall details of their own
projects?We have made mistakes?
Confrontational relationships?Senior management does not recognize the
value of the supply department?Weak leadership?
A lack of strong soft skills?Embedded Practices
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arilyn Gettinger, C.P.M.,
ISM International Conference 201
ew Directions Consulting Group
11
Oh, Tell Me Why?
What do you bring to the table?
How can you help ME solve MYchallenges?
What new ideas do you have to save MEtime and money?
Can you help ME with MYbudgetnumbers?
How can you help ME meet MYgoals andchallenges?
How can you make MYjob easier?
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Features and BenefitsSales Talk
Feature:
If you include us inthe early planningstages of your
projects for 2010,we will havequality suppliersand cost estimatesin place when youare ready to planout the project.
Benefit:
You will be able tomeet YOUR projectgoals and be able
to focus more onthe successfulplanning andimplementation ofYOUR project.
7/29/2019 Still Trying to Get a Seat
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arilyn Gettinger, C.P.M.,
ISM International Conference 201
ew Directions Consulting Group
13
Stepping Up to
The Plate
Mission,
Objectives,
Goals
Challenges
Business Model
Critical Success
Factors
Core Competencies
Strengthening
Our Confidence
Muscle
Moving
FromI
Thinking to
You Thinking
ThinkingStrategically
MIND SHIFTING
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Supply Strategic PlanningCost Management Initiatives
Strategic Sourcing
Competency Initiatives
Supply Chain Implementation
Green Initiatives
Supplier Relationship ManagementOutsourcing
Global Sourcing
Projects
+ Getting a Seat at the Table
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arilyn Gettinger, C.P.M.,
ISM International Conference 201
ew Directions Consulting Group
15
Skills and Knowledge 1 2 3 4 5
Listening
Content and Intent
Human Relations
Your Presentation
Communication Skills
Business Case Development
Problem Solving
Persistence CommitmentConfidence
A Plan
Enthusiasm
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Your Best Salesman Ever?
Educated
Solved problems
Brought in new ideas
Listened like their lives depended upon it
Captured the unsaid
Partnered with organization
Gave all of the facts
Gave reminders and updates
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arilyn Gettinger, C.P.M.,
ISM International Conference 201
ew Directions Consulting Group
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The Supply Professional
Cost Management Revenue Generators
Profit Generators
Knowledge Management
Relationship Managers
Asset Management
Become an ExpertDo Good Work
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It Is More Than What YouKnow
People like people who remind them ofthemselves
People accept those who associate with peoplethey know and trust
People are sizing you up in 90 seconds People are interested in who you are and what
you can do for them People have to believe you are trustworthy and
creditable People like to hear their names People like to hear their titles People like to be acknowledged People like to be thanked
And You
Do
Need To
Know Your
Facts
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arilyn Gettinger, C.P.M.,
ISM International Conference 201
ew Directions Consulting Group 1
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It Is More Than What YouKnow
People:
Never make them wrong
Never make them look stupid
Never call them a liar
Never embarrass them
Never like change Plant Seeds
Take Care in YourWork Relationships
You are onexhibit at all
times
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Those Decision Makers
Objectives, goals, challenges?
What is important to them?
Hey Purchasing,
Whats In It For Me? Communication style?
Dress and presentation?
Objections?
Body Posture?
Reciprocity?
http://www.google.com/imgres?imgurl=http://comps.fotosearch.com/comp/CRT/CRT466/businessmen-meeting-across_~15477-13dg.jpg&imgrefurl=http://www.fotosearch.com/CRT466/15477-13dg/&usg=__dA7KRsCYnwB37iiDk7UkxmSLDqk=&h=320&w=300&sz=32&hl=en&start=1&itbs=1&tbnid=vNtoNtFAwjLGnM:&tbnh=118&tbnw=111&prev=/images%3Fq%3DMeeting%2Bat%2Ba%2Bdesk%26hl%3Den%26gbv%3D2%26tbs%3Disch:1http://www.google.com/imgres?imgurl=http://comps.fotosearch.com/comp/CRT/CRT466/businessmen-meeting-across_~15477-13dg.jpg&imgrefurl=http://www.fotosearch.com/CRT466/15477-13dg/&usg=__dA7KRsCYnwB37iiDk7UkxmSLDqk=&h=320&w=300&sz=32&hl=en&start=1&itbs=1&tbnid=vNtoNtFAwjLGnM:&tbnh=118&tbnw=111&prev=/images%3Fq%3DMeeting%2Bat%2Ba%2Bdesk%26hl%3Den%26gbv%3D2%26tbs%3Disch:17/29/2019 Still Trying to Get a Seat
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arilyn Gettinger, C.P.M.,
ISM International Conference 201
ew Directions Consulting Group
21
Tools
Cost savings reports inthe right language
Problem solvingopportunity
Economic reporting
Suppliers and newideas/products
Budget assistance Newsletters
Visible projects
In-house trade shows
Educational lectures
Consulting resource
Interviews
New employeeorientation
Blogs
Status updates
Internal customerservice
Remember
:
Whats In
It ForThem?
Make Friends
Today and
Beat the
Rush!
Who is the go-to person?
Who has the ear of the
decision maker?
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What Can We Bring To theTable Today?
Country studies Emerging countries Risk management Green movement New areas of cost savings The impact of new regulations
Marketplace information Lead time changes Tier sourcing and management Best country sourcing Economic updates Supplier relationship management
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arilyn Gettinger, C.P.M.,
ISM International Conference 201
ew Directions Consulting Group 1
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Get Up and Walk AroundFind Out How You Can Help People in Your Organization
Schedule Meetings with Internal Customers
Invite Departments In To Discuss How To
Work Together More Successfully
Begin Over There
Then, Let Them Know What Supply
Does and How We Can Help
Send Information That Could Be Helpful
to Internal CustomersCheck In To Find Out What Theyre Working On
Ex: ISM Conference
Getting Strategic
24
Remember:
Dont give up
Keep working on it everyopportunity, every interaction, every
project, every day! Thank you
Marilyn Gettinger
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arilyn Gettinger, C.P.M.,
ISM International Conference 201
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What About You!
For further tips,
