Creativity ‘won’t win round’ procurement

Agents should curb their creative instincts and stick to what’s needed when completing an initial request for proposal. That was the message from two procurement professionals presenting at the recent C&IT Forum. "All responses should be based only on the information requested in the tender document," said Barclays procurement manager Andrew Selsby. "It’s important that each pitch is equal so they can be assessed fairly. Even over-branding can count against you." Centrica Group procurement manager Nick Joll added that many agencies disqualify themselves over something trivial. "I realise procurement can be inflexible, but you need to work within the rules and build a relationship from there," he said. The fact that Joll offered a more open approach than Selsby with pitching agents fuelled the impression among delegates that no two procurement departments are the same. "There does not appear to be a standard," said 3D Performance client services manager Bridget Barley.

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