03 August 2009
Print firm Communisis has drafted in its group purchasing director to help sales.
Alan Martin is using his sourcing expertise to win over the procurement counterparts at Communisis' potential clients.
He told SM: "We've moved from the back of the business, into the middle and come out on the customer facing side of the company. We still have responsibility for procuring raw materials for our manufacturing, but by far the greatest value we are adding is through dealing at the client end."
He helped sell the company's own print e-procurement services into clients such as Procter & Gamble, as well as a print management outsourcing service to Barclays Bank.
Martin believes procurement's influence will increase in the future and the department is critical to Communisis' plans to become a service-led outsourcing firm.
Communisis' marketing services director Barry McPhillips said: "We felt the best person to sell to a head of purchasing was our own head of purchasing, as he knew what the client was looking for. It is unusual, but also quite logical. You've got someone who can talk from the view point of the client."