Tina Fegent

Tina Fegent is the UK’s most prominent Marketing Procurement Consultant with over 20 years industry experience.

Who can Procurement trust?

I have just read an article that summarised the findings from interviewing 250 procurement people from around the world. The interesting statistics that stood out to me are that they on average spend 25% of their working day in collating data on the marketplace and suppliers. Then 92% of the respondents rely on getting this data from their suppliers. With 60% replying on ‘costly management consultancies’ for this same data.

For me this is quite staggering. Of course you get the most reliable spend data on your organisation from your supplier as it will always be better than your Accounts Payable system. But knowing your market and the category of spend that you are responsible for is a key part of any procurement person’s role – can you trust suppliers to be open and honest, or will they want to play a game in controlling the data that they will provide you. What happened to Mintel reports; Keynotes; attending industry conferences; reading relevant market publications (such as Media Week); using Google to search for this information and of course talking to peers and suppliers is part of the data gathering process. When I talk to Procurement people about the basics e.g. industry magazine subscriptions, they say that they cannot afford it. One of my clients last year was a High Street retailer and I was passing them my old back copies of my magazines. Read more on Who can Procurement trust?…

It’s raining Pitch Guides

I am sure that you have seen The Good Pitch Guide recently published by both the IPA and ISBA. It covers 6 pitch principles that both clients and agencies should try and adhere to. They are common sense and make perfect sense e.g. treat the pitching process with respect.

A week or so later my inbox gets three more pitching guides. One from the IVCA (The International Visual Communications Association) – this is 26 pages of instilling good practice when you are procuring visual and corporate communications. Then the HCA (Healthcare Communications Association) issued an one pager on their Pitching Code of Conduct. Then from across the pond, the ANA and 4A’s have issued their own guideline for undertaking an Agency Search (18 pages this one). Read more on It’s raining Pitch Guides…

I’m no Lady Gaga

Well how to attract attention to my first post on the world of marketing procurement and I have sought inspiration from Hamish Pringle’s book Celebrity Sells to draw you in.

Working with both clients and agencies I see both sides of a constantly evolving and increasing in importance relationship. The buying of marketing services is not a new fad. I was doing it at O2 when they were Cellnet, Diageo were instrumental in this early stage when they were Guinness as well as when Maureen Lipman was the face of British Telecom and they had their own procurement team. Read more on I’m no Lady Gaga…

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