2010 Holds Opportunity in Supplier Enablement - Part 1

Happy Holidays.

As we close 2009 I've been catching up on some reading and stumbled across some Aberdeen Group research. The piece on supplier enablement across the world, was shocking. North America (34%) lags both Europe, Middle East, Africa (EMEA) (36%) and Asia/Pacific (41%) in electronically processed purchase orders. Paper requisitioning versus EDI requisitioning is as follows across the regions...EMEA $42.90/paper order and $34.05/EDI order, North America $37.45/paper order and $23.83/EDI order, Asia/Pacific $23.90/paper order and $14.78/EDI order.

There are a bunch of conclusions one can draw from the body of the research but two things were obvious to me from the above. With 34% of North American supplier orders being processed electronically, we still have the opportunity to squeeze a lot of costs from the supply chain with EDI and integration. Also, the multi country/culture/currency complexities of the EMEA region definitely increases the cost of procurement, and I would say doing business in general.

Those are my observations from doing business in North America, any thoughts from those familiar with the EMEA and Asia/Pacific regions?

Part 2 - 2010 Holds Opportunity in Supplier Enablement.

Aberdeen research source: http://www.aberdeen.com/c/report/sector_insights/5097-SI-supplier-enablement-enterprise.pdf

Caddies and Consultants, Who Knew the Similarities?

The duties of a caddie (Consultant) are often overlooked. Of course the caddie carries the golfers (Client) clubs, but knowing the player (Client), the multi-faceted bag of tools for the game (Business/System Integration), and the course (Client Industry) with its subtle nuances, are also primary duties of a caddie.

With knowledge of the game, player, tools, and course, the caddie is always in service to the golfer mapping the entire territory (Business Environment) and marking shots (Client Initiatives) where they land. Good caddies have the ability to keep their golfer focused on the game and not concerned with outside issues.

A caddie that can positively impact the confidence of their client can be extremely valuable. A crucial factor in building confidence is the caddie must know both the client and the terrain very well. This is typically only possible if the caddie is on the pro tour (Niche Consulting Firm), has seen many different situations, or works regularly for the same golfer.

The caddie often talks out exactly how the client might hit the next shot because positive visualization can be the difference between a birdie and a bogey. Also, they are often skilled enough to discuss slight swing corrections that can make the golfer aware of something they did not even realize they were doing.



Caddies who carry the rank of “Pro” are the most experienced and generally considered the best. “Pro” caddies are generally given the privilege of caddying in important club tournaments (High Profile Projects). Some are even assigned the title of “Senior Honor”, a rank reserved for an elite number of caddies possessing the highest knowledge of the game.

The perspective that sets good caddies a part from the great ones is that caddies are always in service to the client and must make them feel very comfortable that their knowledge and experience is reliable and offers great value.

If you think about it, it is amazing how similar the Caddie and Consulting professions really are. You can utilize your Caddie and Consultant as just a bag carrier, but as you can see they are capable of so much more. And the great ones can really help elevate your game!