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Recent research has highlighted a ‘you go first’ approach towards e-procurement from buyers and suppliers. Adam Jacobs of Cataloga discusses the implications.
E-procurement’s critical Catch-22 - Part 1 | Part 2
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Adam Jacobs: the e-cataloguing challenges that suppliers need to overcome are numerous, involving technological, marketing, sales, financial and cultural considerations
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Research undertaken recently by Byline for e-catalogue content management company Cataloga among European suppliers of indirect goods and services (goods not for resale – eg, stationery, IT, furniture, etc) into their attitude towards e-procurement drew one very clear, if ironic, conclusion: there is a high degree of confusion in the marketplace.
This confusion appears at many levels. While most supplier organisations can clearly understand and recognise the benefits that e-procurement will eventually deliver, the majority don’t seem to have a grasp of how to take the first practical steps towards e-procurement readiness. More worryingly, perhaps, is the fact that the majority of suppliers don’t yet see enough impetus on the side of their corporate customers to drive them towards the production of e-catalogues: buying organisations simply haven’t clearly communicated the e-procurement value proposition to their suppliers.
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International Consultants' Guide 2002
Copyright © 2002 |
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Market Overview