In another well-attended event hosted by FutureYou, the CIPS gathering was casual and informative with dependably high levels of participation from the guests. The March breakfast event was held to present the two years of research led by Dr Stefan Gassner for Grosvenor Management Consulting, who presented the data and findings to a room full of Procurement professionals, all keen to hear the results garnered from 252 Australian buyers and suppliers.
“This year’s study is the fourth of its kind and includes input from both buyers and suppliers to determine how buyers can best help improve and boost supplier performance.”
Whilst detailed and methodical in its findings, the conclusions surprised few. In every case, the carrot – or incentive – given by way of motivating, developing and actively managing the relationship, triumphed in every case over abatements, performance discounts and every other type of contractual ‘stick’.
A quarter of those who best use transformational supplier leadership are 3x more likely to receive superior service than the bottom quarter (+90%). On average receiving 29% better service.
The casual event format also utilised the expertise of Jo Bailey and her case study in supplier leadership and concluded with a tripleheader Q&A panel as an open question time for the event.
If you are in Procurement but missed the event, the benefits of the research are still yours to be had – you can download your free copy here.
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