As reported in an earlier post, one aspect of my current supply chain research is reviewing sales materials. And I’ve specifically been reading “Selling To Big Companies” by Jill Konrath.
Well, aside from the nuggets I’ve shared earlier, there wasn’t much to learn from a “mechanics of supply chain” perspective from this book. It actually seems to be geared towards selling products and services that are “under the radar” of a big company’s sourcing strategy like one-time consulting services.
But what I really liked about the book was the last chapter: “The Mindset of Success.” Personally, I think us purchasers could use more of this type of inspirational material.
So why doesn’t PurchTips focus on inspirational material?
Well, my audience tells me, in direct and indirect ways, that they prefer more step-by-step, technical educational purchasing articles. The unsubscribe rate tends to be higher when I deviate from those type of articles and share a more inspirational article.
Sometimes it is tough to balance leadership with giving people what they want. But I believe in pleasing the customer, even if the customer is a free subscriber.
One point that Jill makes in that last chapter is the process of turning painful mistakes into valuable learning experiences. Many editions of PurchTips are inspired by situations where I personally made a mistake, learned from it, and used a replacement approach successfully. We can certainly apply this in supply chain.
Another point of Jill’s is holding yourself accountable, even if it is painful to do so. Displacing blame prevents you from making the changes necessary to succeed. Again, a brilliant point that we can apply in supply chain.
So, while I’ll probably steer clear of including inspirational/motivational articles in PurchTips, perhaps I’ll save these types of rants for this blog.
Now, if you’ll excuse me, I’m onto a different aspect of my supply chain research…