Jon Brinsmead has been buying goods and services for clients for over 20 years, working with the likes of Unilever and Transport for London whilst providing training in commercial management for the same period of time.
Jon shares his thoughts on his years of experience using Market Dojo to teach IT managers about deal making and eAuctions.
Running a reverse auction
As a seller or buyer – when you decide to run an eAuction for the first time a few things are worth thinking about and taking time over to get the best outcome. As a buyer it’s good to undertake the same preparations that the seller will do – so you can get into the minds of your sellers.
Deck 1 – Your bid control form
This is where you put in your bid prices and set out your strategy for each round, based on what you plan to happen. Here you should work (in advance) through all of the different scenarios and strategies, planning on what could happen during the auction – giving you the ability to adapt and react to what the other sellers are doing. I usually run this in Excel but whichever software you are most comfortable using is best.
Deck 2 – Your Market Dojo screen
This is where you will be putting in your selling prices and watching what is happening with the auction in real time.
If you’re interested in commercial training, contact Jon at Jon@Brinsmead.co.uk
Market Dojo helps procurement professionals negotiate better with our on-demand eSourcing tools. If you’d like to find out more, get in touch or register for free and play around with our software for yourself![Guest Blog] Teaching deal making with Market Dojo
Jon Brinsmead has been buying goods and services for clients for over 20 years including Ahold Delhaize, Unilever and Transport for London. Over the same period of time, Jon has been providing training in commercial management. Jon shares his experiences and thoughts on teaching delegates how to conduct an effective sourcing event through the Market Dojo tool.
Teaching deal making with Market Dojo
I’ve been using Market Dojo’s eAuction software for 3 years now, together with a useful buying scenario provided by Market Dojo – to teach deal making to delegates on a commercial management course.
How it works – Delegates are given the role of seller and have to ‘bid’ into an eAuction for commodity items. The course leader acts as the buyer (and the seller’s manager) and runs the auction.
We run the auctions online, and in real-time, and delegates are given the objective of winning the sale and also making a profitable deal.
Delegates learn how to construct and execute a bidding strategy. They see the pressure that sellers can come under in a real time situation and get to practice in a safe playground. They also get to explore the ‘Price arena’ and understand how the deal-making situation affects supplier behaviours.
Working with Market Dojo is a great experience, everyone is really helpful and the products have a low entry point for learning how to carry out basic operations. The software and service are rock solid. For a small investment of time, delegates get some great experience of the use of online eSourcing software and take away their experience to use in their own organisations.
If he can help you with a commercial training needs or indeed any deal situation please don’t hesitate to contact him at Jon@Brinsmead.co.uk.
Market Dojo helps procurement professionals negotiate better with our on-demand eSourcing tools. If you’d like to find out more, get in touch or register for free and play around with our software for yourself!Into the Sandpit – head first…
Photo courtesey of tawalker
The one feature of Market Dojo that gets me most excited is the Sandpit area, where we invite you to come and experiment with Market Dojo. Everyone likes the option to try something before they buy it. It helps you feel secure and confident in your purchasing decision. It just makes sense!
A key part of our philosophy is transparency, and we already deliver this in other areas (e.g. pricing). So, we wanted to expand that to show everyone what our product can do, before they reach for their credit card.
For those lovely people that have already made the leap to become fully fledged customers, the Sandpit now offers the valuable opportunity to test different strategies before running an event, and to keep these tests separate to the results of real negotiations.
The Sandpit is a great asset for both these groups. It’s available to all our users, it’s really easy to get started using our intuitive user interface and we offer helpful guides providing additional advice. We’ve even made a video to show how it works!
Once you have your feet in the Sandpit, you can test all the features available in a regular event, including RFQ, Questionnaires, different negotiation strategies, and reporting. You can quickly switch between acting as a Host and acting as a Participant (so you see exactly what your suppliers would see).
So, if you wondered what Market Dojo is all about, but haven’t tried us yet, give our Sandpit a go. It’s free to sign up, there is no obligation. We’re really excited about it, and would love to know what you think.
Come on in and have a play!Things to consider when creating an e-Cademy
For each purchasing department there are many benefits in creating a centre for best practice which centralises all the company methodology for procurement. As Market Dojo works in the e-procurement space, we thought it wise to offer some pointers on creating an e-procurement academy – hence e-Cademy! OK, not the most thrilling play on words but it will do for now.
Should you have an e-Cademy?
I think the answer is always yes but to what extent is the question. There are many ideas below you might want to consider. An e-Cademy would lend itself to a larger organisation but even if you are a one man band, centralising and organising your documentation will always be beneficial.
So what would you include in the e-Cademy?
We can see two principal areas: support and communication.
Support will be at the heart of any e-Cademy and could encompass several layers.
a) Training – Any e-Cademy would need to provide some sort of training. This falls into two sub-categories – processes and systems. There is always the question over whether you bespoke the systems to your processes or bespoke your processes to the systems. The latter enables you to use off the shelf systems but might require a change in the way you do things. Hopefully, if the system has been designed by professionals then this should not be a major process change, and as with the case with our software, we would also think can be quite beneficial. Our software guides you through the best practice process for RFQs and online negotiation thus allowing for one training course which easily combines the processes with the system to guide you through the best methodology.
Obviously you will end up with the same result if you bespoke the software but the downfall with this approach is maintenance of a system which deviates from the norm. It also assumes that the processes you bespoke the system to are indeed best practice.
b) Documentation and Reports – Any good e-Cademy should have templates, guides and reports. Templates will enable an easy uptake for the commonalised procurement activities and will ensure continuity and compliance. Guides should be available to be used for reference in case the new graduates (Graduate – our name for those who have passed through the e-Cademy) get stuck along the way. Finally a good reporting system needs to be put in place. This is not just referring to a summary report from the activity which can be sent to stakeholders but one that also leaves an auditable trail as well as covering areas such as implementation. These can also be used in the e-Cademies communication on the results achieved by the graduates and the central procurement team activities.
c) Mentoring or shadowing – e-Procurement can be quite a daunting task for those new to it. We can easily relate to the fear of running your first auction; will the suppliers bid? Will my incumbent engage with the process? Have I put everything in my documentation? The fear is justified. However this fear can be allayed by good training and continued support. We find this is best given in the form of mentoring or shadowing for each graduates first foray into these activities. For example it is worth checking their documentation, liquidity and how they have set up the auction activity to keep the education moving in the right direction. This will also help with confidence and knowledge transfer.
d) Support line – Any graduate from the e-Cademy has the capability to add substantial benefit to the organisation. The ROI from activities such as auctions can be within months, if not weeks, and part of the e-Cademies remit should be acting as a support line to all the graduates from the scheme, who are out in far flung parts of the organisation.
Communication from the e-Cademy will be invaluable. How else will people know about it? How will the board of directors know what benefits it brings? No-one else will be blowing your own trumpet so you need to self-proclaim. This communication can also help with encouraging involvement from all parts of the organisation and to avoid surprise when you mention an auction on the more strategic items. There are many ways to carry out this activity so we will start with the easiest:
a) Newsletters – This or a simple e-mail to the procurement staff and key people in the organisation can be a great benefit. Our two top tips here are 1) keep it simple and 2) not too often, once a month would be more than enough and if it is a newsletter, once a quarter. It is also wise to send out a summary e-mail after each e-auction activity to the relevant stakeholders.
b) Web Page – This is a much more involved activity and requires a close link to the IT department with maybe a bribe of a bacon sarnie or two. Basically create an internal webpage for people to go to and see what’s going on. You could also use this page to centralise resources and documentation, although this may be better placed somewhere on the intranet. This creates an easy place to update everyone on your activities without the need to continually send out e-mails, especially if you are able to update the content yourself.
c) Internal conferences / seminars – Many people will be interested in these new e-Procurement activities. The majority may not work in procurement but may easily be affected by your activities; in other words your internal stakeholders. Internal events provide a platform for communication and knowledge transfer that will not only help promote the status of the e-Procurement activities but also encourage involvement and awareness. You could also use these events to encourage innovation in the process to ensure it fits within the organisation and continually improves.
d) Awards – For graduates of the e-Cademy, certificates should be awarded and communicated. This will help give the e-Cademy a certain professionalism and status and will also encourage pride in the graduates. This can also be rolled into professional development plans.
At Market Dojo we have sometimes drawn the parallel to cars. Auctions are just vehicles to get from A to B. Obviously there can be drawbacks as with any vehicle but the benefits outweigh the disadvantages. The way that cars get around the disadvantages is to make sure all drivers have a licence. Could you have an e-Auction licence? You could even give ‘drivers’ points for bad practice!
Also if you are lucky enough to be part of a large organisation with many teams, maybe you could create inter-team competitions to encourage success and give you another reason to hand out some trophies at the end of the year!
This just about sums up our thoughts here. Please feel free to add more via the comments and highlight any experiences (good and bad) that you have had with ventures such as these. One other thing I missed off the list is don’t forget to celebrate success with a trip to the local.
Footnote: Interestingly the name Academy traces back to Plato’s school of philosophy, founded 385 BC at Akademia, a sanctuary of Athena, the goddess of wisdom and skill. Over the course of history it has been used to describe all types of institution from renaissance academies to independent state schools. It is about time we brought it into the world of e-procurement.