Case study: How we chose our PCO
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Overview of what we were trying to achieve. Putting out the RFP – what were the key criteria in the RPF. From long list to short list – who made the cut and why. Selecting a partner and making it work. Cath Hill, Group Marketing & Membership Director of The Chartered Institute of Purchasing and Supply. www.associationscongress.com
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Case study: How we chose our PCO
- 1. HOST SPONSORS #ACIE15 ORGANISED BY Group Marketing & Membership Director Case study: How we chose our PCO CATH HILL The Chartered Institute of Purchasing and Supply © Associations Network 2015
- 2. Leading global excellence in procurement and supply How we chose our PCO CIPS Publishing and Events Tender Cath Hill Group Marketing & Membership Director Associations Congress, Lausanne May 2015
- 3. Leading global excellence in procurement and supply Introducing CIPS Chartered Body Charitable Status Awarding Body Membership Organisation CIPS for Business
- 4. Leading global excellence in procurement and supply Background to Publishing and Events Tender • CIPS current publishing supplier has been in place for 18 years and has delivered events on CIPS behalf for approx. 13 years • The contract has never been out for tender although renegotiations have taken place regularly • The current contract includes some but not all flagship events and ends Oct 2015 • Until 2010 publishing was a profitable activity for CIPS but the decline in on-page recruitment advertising has seen a massive decline in publishing revenues
- 5. Leading global excellence in procurement and supply Background to Publishing and Events Tender • The current contract masks this loss through a ‘bucket’ approach that includes the magazines and events in one portfolio in which our supplier takes all the risk and shares reward • The publishing market is now in a worse place than anybody could foresee when the current contract was negotiated in 2011 and therefore no supplier will replicate the existing deal • Although technically a partnership the current contract terms and length of tenure have made the relationship transactional (supplier). We wish to move to a true partnership relationship which will be necessary to enable us to deliver the new strategy
- 6. Leading global excellence in procurement and supply The Brief Publishing Content Events Global Job board Marketing
- 7. Leading global excellence in procurement and supply Original Scope SM Job board Publications Events Social Media SM Website SM App Email Comms Content
- 8. Leading global excellence in procurement and supply Content-led strategy Content SM Job board Publications Events Social Media SM Website SM App Email Comms CIPS Events CIPS Knowledge CIPS Newsletters CIPS Social Media CIPS PR
- 9. Leading global excellence in procurement and supply How would you use a content led strategy to drive forward CIPS magazine and event portfolio incorporating other relevant communications channels where appropriate to ensure CIPS delivers a world class experience to its global community? The Key Question
- 10. Leading global excellence in procurement and supply Events
- 11. Leading global excellence in procurement and supply Events
- 12. Leading global excellence in procurement and supply Events
- 13. Leading global excellence in procurement and supply Events
- 14. Leading global excellence in procurement and supply The evolution of Supply Management 1996 2016
- 15. Leading global excellence in procurement and supply Single Website CIPS Home page SM Home page
- 16. Leading global excellence in procurement and supply CIPS Knowledge Knowledge partnerships
- 17. Leading global excellence in procurement and supply Timeline Initial ‘chemistry’ meetings with potential suppliers (publishing and events) RFP planning and drafting Long list of suppliers agreed RFP issued at briefing session at CIPS HQ Q&A session with each supplier First stage proposals submitted Pitch presentations at suppliers’ offices Second stage brief issued (standardisation around revised deliverables) Second stage submission deadline Shortlist agreed Final discussions and interrogation of financials Appoint supplier for new contract New contract commences Nov 14 Jan 15 Feb 15 1 Nov 15Mar/Apr 15 May 15
- 18. Leading global excellence in procurement and supply Where are we now? • Existing supplier • Publishing • Events • New supplier • Content • Publishing • Events • New Supplier • Content • Publishing • Third Party outsourced events provision
- 19. Leading global excellence in procurement and supply Thank you Cath Hill Group Marketing & Membership Director Liz Lees Group Head of PR & Representation
- 20. HOST SPONSORS #ACIE15 ORGANISED BY www.associationscongress.com www.associationsnetwork.org