Several months back, a member of the Strategic Sourcing & Procurement Group on LinkedIn posted a question on the discussion area of that group that has inspired a whopping 72 comments to date. The question was \u201cWhat is the major reason as to why Procurement Managers are reluctant to provide feedback or feedback is minimal after a bid process?\u201d<\/p>\n
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Most of those responses (including mine) were formal in nature, professional, and restrained. Now is the time to get real.<\/p>\n
Before I tell you what the real reason is, let me share an email exchange I had with a sales representative of a potential supplier after I informed her that we were leaning towards another supplier. I\u2019ve replaced some words to protect the identity of the supplier and the sales rep.<\/p>\n
Supplier: \u201cThanks for the update. May I ask why you are leaning towards another [supplier]?\u201d<\/p>\n
Me: \u201cSure: lower cost, higher quality, faster production, and a more attractive royalty structure were a few of our selection criteria in which our preferred provider had an advantage over [your company\u2019s] proposal. I hope this helps. Thanks again.\u201d<\/p>\n
Supplier: \u201cThanks for the update. Typically when a cost is lower than the quality suffers. I find it interesting that you found a company that can produce the same quality for a lower cost. [My company] is aware of our competition and has yet to find a company that offers the same standards of quality. And, our working days for the contract are 180, which is the latest the [item] will be produced. This includes the times that we send [samples] back to you for your review. If the [item] can be produced faster than is work being cut out, are you reviewing any of the [samples], does this mean the company does not have a lot of activity? And, if cost is an issue than I would be willing to discuss this with you. What is your budget?\u201d<\/p>\n
Me: (No response)<\/p>\n
Supplier: \u201cI didn\u2019t hear back from you after my last email and I wanted to inform you that [my company] is still interested in [earning your business]. We offer an excellent marketing program, superior customer service and a professional program. Not many companies can compete with the service we offer. Our reputation and company is well known throughout the\u2026industry and has been a steady force since 1920. Your [business] would make a beautiful additional to our [client list] so please consider using [my company] as your [supplier].
\nWe would love the chance to work with you to [accomplish your goal]. I look forward to hearing from you.\u201d<\/p>\n
OK. Now for the real reason that \u201cProcurement Managers are reluctant to provide feedback or feedback is minimal after a bid process\u201d\u2026<\/p>\n
BECAUSE WE DON\u2019T WANT TO PUT UP WITH THIS CRAP!<\/p>\n
This email exchange was almost as if the sales rep was telling me \u201cYou are stupid. You don\u2019t know how to make a good decision and you don\u2019t know how to evaluate prospective suppliers.\u201d<\/p>\n
I was recently at a conference where I came across a brochure for a sales consulting firm that said \u201cProspect, prospect, prospect until you have a purchase order or a restraining order.\u201d<\/p>\n
Seriously!<\/p>\n
Who wants to be harrassed over their decision?<\/p>\n
Can\u2019t suppliers just bow out gracefully when they are told \u201cGreat try, but you just came up short?\u201d<\/p>\n
On the flip side, I love when my sales team is aggressive and doesn\u2019t give up easily. So maybe I\u2019m a hypocrite.<\/p>\n
But that\u2019s the unvarnished truth for whoever wants it.<\/p>\n