Focus on being commercial and concentrate on more than just price if you want to grab the attention of your CEO.
That’s the advice for procurement professionals from technology entrepreneur Scott Fletcher, interviewed in the latest edition of Supply Business.
“Be commercial. That’s quite a broad demand. But don’t be siloed in your own game or transfixed on price,” he told SM’s sister title for senior procurement executives.
“A great procurement person that wants to be in the boardroom won’t go for the cheapest but will take a more commercial view and look for things that may be more important than the price. It’s not just about targets.”
Fletcher founded ANS Group 19 years ago, at the age of 22. He now heads up companies with a total valuation of over £75 million. He started the business during the recession of 1989, after the IT company he was working for went bust.
He says growth, rather than cost reduction, is a priority for the business: “Cost cutting isn’t something we’re looking to do. One thing we learned through the recession was that the more you put into things like marketing and PR the more bang you get for your buck.”
☛ The full interview with Fletcher is available to subscribers in the latest edition of Supply Business - out now.
Supply Business is an international supply review published quarterly aimed at CPOs and senior executives with an interest in procurement and supply operations. The magazine and online access is available via subscription. To subscribe click here or call +44 (0)20 7880 7618.