Interactive Intelligence in Real-Time: The ADR Academy’s New Adaptive Learning Program

“Companies are scrambling to keep the skills of their buyers and supply managers up to the task of responding to wildly fluctuating costs and availability of key supplies. They need high quality training courses that are easily and instantly available,” said ADR North America CEO Bill Michels, C.P.M. “The ADR Academy fills that need with nine key courses that anyone can take if they have Internet access and a credit card.”

When I first received word that ADR North America was teaming with the Institute of Supply Management to “provide procurement and supply professionals with educational opportunities through the ISM – ADR School for Supply Management” several thoughts came to mind.

To begin, I immediately reflected back on the two-part PI Window on Business series titled “Is The Traditional Association Model Dead?”

It was an interesting and somewhat controversial series in that we assembled an international guest panel of thought leaders to discuss the changing dynamics of a profession and industry with which the majority of associations had seemed to have lost touch.

Of the many topics that were discussed, none stood out more noticeably than the declining value of the available certification courses which still seemed to reflect a Rodney Dangerfield, functional silo mindset of an adjunct position.

Trapped in a static time-warp that failed to recognize the strategic value of procurement, and its significant impact on increasingly complex supply chain practices within the emerging globalized enterprise, this excuse me ineffectiveness was reflected in listener comments such as the following:

“Where it once did, the value gained from the traditional Association model can no longer compete for my attention.  I need to collaborate bigger, faster, stronger – and at my convenience.

Associations could better leverage Web 2.0 to deliver a greater level of service to me as a supply chain professional by more actively, rapidly and efficiently aligning with the pace at which new, useful industry information becomes available – then delivering this information in an effective way, so as to keep me abreast of trends, best-practices and exchange ideas with fellow members; thereby making me a more valuable professional.

If done effectively, this would be a value proposition beyond what I see today in many other Associations.  This value, in turn, may then attract membership at a higher rate; thus creating an even larger, and more valuable platform for so many to exchange real-life, real-time expertise and experience – again, contributing to my value as a professional.

The platform could also host polls for its members – such as rating the many certification and professional designation courses available to us.  This service would be valuable to the many of us that seek continual professional development, but would appreciate our peers’ comparative assessments prior to making the spend.”

From Lance, Global Logistics Specialist, Panama (Maersk Logistics)

Growing sentiments like the one expressed above should have served as a general wake-up call for associations.  In some cases, such as with  ISM’s teaming with ADR, it did.

Responding to the need to “collaborate bigger, faster, stronger – and at (the procurement professional’s) convenience,” the high quality courses which according toADR’s CEO Bill Michels are “easily and instantly available,”  deliver information in an effective way, so as to keep (the procurement professional) abreast of “trends and best-practices.”  In short, adaptive learning is now a reality through the ADR Academy!

The key however, is that the real value is not confined to the convenient venue through which the curriculum is delivered.

ADR’s Michels, who is an author and acknowledged industry expert, brings to the table 20 years of experience with more than 200 clients worldwide.

The resulting 9 courses, which take between 90 minutes and 2 hours to complete, offer practical tools, hands-on exercises and case studies to help professionals to gain a working knowledge in critical areas of a modern supply chain practice.

Having had the opportunity to briefly review the Portfolio Analysis module, the aforementioned Michel’s expertise is clearly present in the material.  The fact that ADR specializes in providing “high quality professional development programs for supply managers, using workshops, eLearning modules, Webinars and blended forms of teaching,” means that the ongoing veracity and relevance of the courses will be maintained to always reflect real-world conditions.

Referring once again to Lance, the Global Logistics Specialist from Panama, the ADR Academy is the answer in terms of making him (as well as professionals in general), more valuable to their companies and the industry as a whole.

Bill Michels & the PI Window on Business Thought Leaders Series

As highlighted in my December 31st post “Exciting New Vistas Await the PI Window on Business Show in 2010,” we have launched the new PI Window on Business Thought Leaders segment in which we will be joined by industry experts such as high tech entrepreneur and investment expert Brad Feld who will provide insights on the state of the Venture Capital world including emerging opportunities in the new Feld’s Picks series.

I am pleased to announce that providing his perspective on the trends that are influencing and reshaping the world of purchasing and supply chain practice is author and industry expert Bill Michels.

Starting in February, and appearing once every quarter thereafter, Bill will bring a dimension of insight that will be both thought provoking and informative for everyone from procurement professionals to software vendors and consultants.

Bill Michels CEO ADR International

Bill of course has previously been a guest on the PI Window on Business Show including the August 11th segment “Intersecting Ideals: Why GM’s Supply Chain is in a State of Ruin,” and the September 30th Buy American Special in which he was part of an international guest panel of experts that included a brief interview with Canada’s Trade Minister Stockwell Day.

According to ADR International’s Robert Rossbach, a leading global procurement and supply management consultancy firm of which Bill is the CEO, Michels is “quite pleased to be a regular contributor” on the PI Window on Business Show.

Visit the PI Window on Business Main Show Page and Blog for additional details.

Bill’s Book:

Transform Your Supply Chain comprehensively covers the field of strategic supply chain management. It takes a direct but challenging approach to the subject and uses international case studies to bring it to life. It enables the reader to: understand the different types of supply chain and trading relationships; plan a business development strategy for boosting profitability across the supply chain; clarify the roles and responsibilities of board directors and senior management; draw up a business-wide transformation programme capable of successful delivery and measure the contribution of all parties involved in both strategic change and operational improvement.

In the meantime, use the On-Demand Player below to access the August 11th interview with Bill Michels.

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The Reluctant Prospector: Overcoming Call Reluctance in the Age of Social Networking

Note to Purchasing Professionals: While you may not be in sales in the traditional sense, it is clear that building one’s own brand within the corporate world is essential to both solidifying and advancing one’s career.

Like social networking, personal branding is not an optional or one time event but is instead an ongoing process in what is becoming an increasingly competitive profession and business world.

For this reason, I believe that you will enjoy the opportunity to tune in to Jennifer’s conversational seminar, as it will provide you with an entirely new perspective in a rapidly changing market.

A Reluctant Prospector is someone who owns a small business and loves what he (or she) does… but hates the idea of self-promotion. He’d be happy as a clam if he could just DO what he DOES all day long and not have to worry about where his next client or customer is coming from. He realizes that there is a certain amount of marketing he’ll have to do, but he sees it as a necessary evil, not something he enjoys. He’s NOT a salesperson in search of a product or service to sell – he has a product or service and wishes it would sell itself.

Sound familiar?

When sales guru Jennifer Allan, author of critically acclaimed books including “Sell With Soul” and “If You’re Not Having Fun Selling Real Estate, You’re Not Doing it Right” was a guest on the PI Window on Business Show this past December, it was clear from the start where the Soul of her book and beliefs originated.

In fact, and in a world in which personal branding is the key element of building one’s profile and establishing an enduring presence, Jennifer’s belief that success is not found in aggressive marketing techniques or hard-core sales pitches, but rather in being competent in one’s craft” was refreshingly energizing.  A quiet competency I would write, that establishes confidence in those with whom she seeks to connect and serve.

Needless to say, when Jennifer agreed to making regular appearances as a guest on the PI Window on Business through a series of conversational lectures, I was delighted to bring this knowledge to you our listeners.

In this first in what will be a regularly scheduled segment, Jennifer will tackle what is the most challenging and prevalent task facing the sales professional . . . finding and connecting with prospective clients. This 45 minute segment will feature a 20 minute lecture by Jennifer, followed by an open Q&A session in which you the audience, can ask questions or share experiences.

Jennifer Allan

Remember to use the On-Demand Player below to access the live broadcast on February 18th at 12:30 PM EST.

Does the Present Buy American Accord By-Pass Popular Opinion Relative to Protectionism

In the October 1st, 2009 Procurement Insights post titled “Buy American Policy: Economic Imperative or Popular Opinion,” I provided an excerpt from my interview with Canada’s Trade Minister Stockwell Day regarding the basis for the Buy American policy.

It was of course the Minister’s expressed belief that popular American opinion surrounding protectionism was the basis for Congressional support of the conditions associated with the stimulus bill that would block Canadian firms from accessing the US government market, versus the existence of legitimate economic imperatives.  In short, the U.S. Congress was yielding to public sentiments.

As I am writing this post I am also listening to the live technical briefing, in which Senior Government Officials are responding to questions from the press pertaining to the just struck accord that now opens the door for Canadian firms to pursue lucrative US stimulus contracts.

While it would appear that the implementation of this agreement will “bypass” the U.S. Congress, I could not help but wonder what if any impact this has from a practical execution standpoint.

Note: This of course is why I love social media, because I was actually given immediate and real-time access to the live briefing session to pose this very question to the Senior Government officials involved in the actual negotiations.  I must admit that hearing the words, here is a question from Jon Hansen representing the PI Social Media Network to be somewhat surreal in that such access has historically been limited to the traditional press – for example CBC Radio had asked a question before mine. Chalk one up for responsible, citizen journalism.

Specifically, I asked the following question; “In my September 30th interview with Minister Day, he had indicated that the Buy American policy was tied more to popular American opinion versus legitimate economic imperatives.  If as alluded to earlier Congress is being bypassed, what impact will this agreement have from a practical execution standpoint?  In other words, it is one thing to say you are going to do something, it is quite another thing to actually do it!”

The response that was given, is that they have generally speaking been getting the word out, but this however is a far cry from an actual plan.

In essence, and given the importance of promoting Canadian firm participation in stimulus driven contracts – especially with the absence of any tangible reference to what this agreement means from a dollar standpoint – one would hope that a solid “marketing/promotion” program was being developed simultaneous to the on-going negotiations which as one reporter stated seemed to take a long time.

This is a critical point, as access is not the same has participation and being awarded an actual contract.

It will be an interesting story from a much broader perspective now that the focus will shift from reaching an accord to promoting the utilization of Canadian-based firms.

Remember to tune into the February 15th “Buy American Special: Open Skies for Canadian Firms?” broadcast between 3:00 and 4:00 PM EST, as we delve deeper into this development with expert author Judy Bradt.

In the meantime, the following is an “electronic reprint” of the October 1st post.

The Honourable Stockwell Day

Underneath the complexities of the Buy American debate is a simple question . . . now that Canada has closed the Congressional loophole that justified locking Canadian business out of the US market, will the US Congress yield to popular opinion and continue to keep its economic borders closed to its northern neighbor?

Use the following Link to access the 8 Minute Excerpt, or listen to the entire 90-Minute Special featuring an international guest panel including UK-based Tim Cummins from IACCM through the On-Demand Player below:

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Buy American Announcement Expected to Open US Markets to Canadian Suppliers

Last evening Judy Bradt contacted me suggesting that we bump our scheduled 3rd segment in the 7-Part “Seven Steps To Success” Series on winning government contracts.

According to Judy, a Washington-based expert author on government contracting practices, the Canadian Government will announce today:

• A BAA waiver on the remaining stimulus money and,
• a Canadian “sign-on” to the WTO 37-State access (something Bradt indicates other countries already have in place

Given the above news I am of course inclined to agree.

That said the regularly scheduled series will resume on March 1st, with a Special Buy American segment airing on February 15th between 3:00 and 4:00 PM EST.

Key areas upon which the special will focus include:

• to what degree will the ARRA waiver be retroactive, and at what point in the procurement process will there be meaningful access for Canadian firms.
• the significance of  WTO 37-State access, which Bradt has referred to as a “major” win for the Canadian water, wastewater, HVAC, construction and building supplies firms.

Having followed this story extensively, including the September 30th, 2009 broadcast of a special Buy American segment on the PI Window on Business in which I was joined by both a guest panel and Canada’s Trade Minister Stockwell Day, this should be both an interesting and insightful show.

Remember to tune into the February 15th “Buy American Special: Open Skies for Canadian Firms?” broadcast between 3:00 and 4:00 PM EST.

Scheduled Broadcasts:

Segment One (Government Contracting Why? and Step One: Strategy) – Monday, January 18th, 2010 – 3:00 to 4:30 PM EST
Segment Two (Step Two: Focus) – Monday, February 1st, 2010 – 3:00 to 4:00 PM EST
Segment Three (Step Three: Process) – Monday, March 1st, 2010 – 3:00 to 4:00 PM EST
Segment Four (Step Four: Competition) – Monday, March 15th, 2010 – 3:00 to 4:00 PM EST
Segment Five (Step Five: Teaming) – Monday, March 29th, 2010 – 3:00 to 4:00 PM EST
Segment Six (Step Six: Relationships) – Monday, April 12th, 2010 – 3:00 to 4:00 PM EST
Segment Seven (Step Seven: Marketing) – Monday, April 26th, 2010 – 3:00 to 4:30 PM EST

Most Recent Broadcast:

Series Sponsor:

"Building Bridges"

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Latest Government of Canada Procurement Scandal Belies the Very Principles Associated with Effective Purchasing Practices

In the opening comments from a recent segment of the PI Window on Business Show in which I had interviewed government contracting expert and author Mark Amtower, I had made reference to the famous Louis Pasteur quote that “Chance favors the prepared mind.”

I would of course have to admit that I found myself reflecting on its validation as an axiom during a conversation with one of the top investigative reporters in the country, Kathryn May regarding a story that “broke” yesterday on the pages of the Globe & Mail.

Specifically, a headline that yet again reads (okay sounds) like the proverbial broken record in which a senior level bureaucrat has been accused of some form of malfeasance relating to favoritism.  Now at any given time, it is not unusual to have several of these balls of discontented chagrin floating about within the realms of public sector procurement practices.

In fact these kinds of accusations are often reminiscent of the school yard ravings that “my dad is bigger than your dad,” and “just wait till recess” admonitions that have more bravado than they do substance.

When it comes to public sector procurement, I am often contacted by the various denizens of the traditional media estates seeking my input regarding the at-the-time dramatic occurrences within the world of government contracting.

In some instances, such as when the Senior Legislative Analyst from the Commonwealth of Virginia called me asking for input on the then ongoing Joint Legislative Audit and Review Commissions’ efforts to determine the impact of the government’s eVA procurement initiative on small business, the exercises can be both warranted and useful.  Just as a side note, my participation ultimately led to a 5-part series here on the Procurement Insights blog, 2 radio shows and a page dedicated to my coverage on the Commonwealth’s website.  I still find humble amusement in the appearance of my name and findings in official legislative documents from the numerous discussions in the Commonwealth’s House.

Unfortunately, and more often than not in this country, said “investigations” are little more than self-serving, blood-letting exercises tied more to personal differences and non-related conflicts than to any meritorious pursuit of transparent justice.  Now don’t get me wrong, there are certainly ambiguous transactions that warrant investigation along the lines of what is being pursued in this particular story.  However, they are the exception rather than the rule.

In fact, the contentious issues cited in the Globe & Mail in terms of favoritism and pre-existing relationships being at the heart of contract awards are, in reality, a by-product of the way people naturally do business.  More to point, people buy from people they “know, like and trust.”

When you add into the mix factors such as attrition within the public sector procurement workforce through retirement, this human inclination takes on even greater importance given the aversion to risk that permeates the government in general.

Think about it logically for a moment . . . the larger the expenditure, the greater the perceived risk and desire to succeed (or avoid failure).  In a situation like this with whom are you more likely to do business?  A known and proven entity by way of the relationships you have established over your lengthy career or, the new supplier with whom by comparison, there has been little if any meaningful contact beyond the RFP exercise itself?  Or to put it in more everyday terms, if your taxes are being audited by the government are you more inclined to deal with an accountant you know well, or are you going to scan through the equivalent of being on a standing offer yellow pages?

Before you get the impression that these are merely personal musings, let’s look at some statistical reference points such as a report prepared under the Ontario Buys program that found that the majority of purchasing people tend to limit their procurement to 4 or 5 known vendors as they did not want to take the risk of engaging a supplier with whom they are unfamiliar.

This problem with expanding the total number of suppliers is in and of itself a contradictory pursuit on many levels starting with the long held belief that vendor rationalization (that’s right, a focused and intended reduction in the number of vendors in an organization’s supply base), and transactional reduction lead the way to untapped savings.  In other words, and this is taught in the majority of procurement certification courses, the idea is to limit the number suppliers thereby lowering your administrative costs while simultaneously leveraging volume discounts.

Other factors that are problematic relative to engaging an “expanded” supply base is, as we have discovered in the current 7-Part PI Window on Business Series on winning government contracts with Washington-based expert author Judy Bradt, linked to the fact that on average it takes a supplier between 18 to 24 months to win their first government contract.  During which time as Bradt explained, they had better have a good friend in their banker because there will be zero revenue flow.  In a down economy such as the one in which we presently find ourselves, this problem is further exacerbated by the fact that the cash flow from private sector clients that would normally be used to fund the investment in pursuing government opportunities is dramatically reduced.  Tune in to the PI Window on Business July 29th Virginia call-in show to hear actual suppliers talk about the impact that the economy has had on their interests in pursuing government contracts.

Given the above, the reality of eroding supply bases is a significant problem that limits the pool of potential “qualified” suppliers.

Now let’s examine the other side of the proverbial transaction table.

After investing a significant amount of money and resources in order to respond to a bid, the winning supplier is usually engaged for a period of several years during which time they are going to form strong working relationships with government employees at all levels of the public sector hierarchy.  The greater the expenditure of funds combined with the complexity of the service requirements associated with a contract like real estate (can anyone say Royal LePage relocation services?), the deeper and more significant these relationships must become to ensure the that the required level of service is achieved.

Think of it this way, you go to see your doctor because you are not feeling well.  He or she asks you about the symptoms, and you say I am not going to tell you.  It’s confidential.  Will the doctor be able to effectively treat you?

Communication builds a rapport that leads to trust and yes the natural formation of a relationship.  You cannot ultimately succeed in any endeavor if communication, trust and a relationship are not established.

In addition to the above referenced relationship building that takes place over a multi-year contract, the now incumbent supplier as a result of winning and servicing the contract over a period of many years has, for all intents and purposes, been taken out of the game in terms of pursuing other business opportunities.  As one senior director from a large ERP vendor so eloquently put it, if we win we will have to tie up significant resources so that we will be able to service the contract.  However, no longer having said resources at our disposal we will not be in a position to pursue other contracts to the same degree.  Basically, winning comes at a deep cost (think Pyrrhic victory), meaning that the contract you have just won better be lucrative enough to make such a sacrifice worthwhile.

Now stay with me, because this is an interesting train of thought that will take an even more interesting turn when we get to the KPMG audit.

What we have so far is a eroded supply base that is the result of buyer hesitation to engage a larger pool of suppliers for even the most rudimentary goods or services.  You also have a supply base that usually has to make an 18 to 24 month investment (although with expert guidance from someone like a Judy Bradt, this time line can be cut in half), in which there will be zero revenue flow and no guarantee of business at the end of the road.  Sounds promising so far, doesn’t it?

Now throw in the natural aversion to to risk within the public sector bureaucracy, especially in those instances where there is considerably more on the line in terms of financial exposure, and you have the perfect convergence of circumstances that lead to the establishment and maintenance of long-held trusted relationships.  Relationships I might add, that have in the past delivered to your requirements.  By the way I still haven’t heard of any charges being made that services which were provided by the supplier in this instance were somehow inferior or unsatisfactory.

Enter KPMG!

There is an important truth in terms of supply base erosion that often eludes those who cry foul or favoritism.   Simply put, as the pool of active suppliers diminishes so too does your market intelligence pool.  Basically, with fewer suppliers submitting bids, an artificially narrowed funnel of data flows into the buying organization.  The narrower this funnel becomes, the less likely it is to reliably reflect where you are relative to your current pricing and service levels and those that are available from the real-world, real-time market.

If I had a dollar for each time I heard a story about a government buyer having to go back to their suppliers to obtain spend intelligence, my childrens’ collective college tuition would already be paid in full (and then some).

Engaging KPMG is not going to provide any earth shattering insight because consultants have generally failed to accurately analyze historic spend in terms of determining if fair value was in fact obtained at the time of the actual acquisition.  The reason is simple in that you cannot accurately equate value if the point of reference is either incomplete or limited starting with supply base erosion.  By the way, has anyone bothered to look into KPMG’s engagement?

I want to once again reiterate the fact that no one can at this point say with any certainty that the senior bureaucrat in question engaged in any conduct in which favoritism in its truest sense was a factor in the awarding of contracts to this particular supplier.  Hence the reason for KPMG’s involvement.

This being said and, based on an in-depth understanding of how the government procurement apparatus functions, the likelihood of any wrongdoing is minimal at best.  While we may never really know the true reasons behind this latest volley of accusations of wrongdoing, chances are pretty good that it comes down to ruffled feathers of self-interest dressed up as a charge up the hill of righteousness.

Conversational Marketing and the Emergence of the Vendor Blog

In previous posts I emphasized the importance of those involved in the purchasing (and the logistics and supply chain industry as a whole) to become active participants in the emerging world of social media and social networking – and no, they are both not one in the same.

Far too often however, when entering this new realm of one-to-one direct interaction, the majority of individuals as well as vendors merely attempt to transfer the old “look at me” broadcast model to this new medium.   This of course rarely if ever results in creating any form of a sustainable brand.

You only need to look at the traditional print media, and in particular the daily newspaper industry to gain a powerful point of reference.

Long time media industry veteran J. William Grimes predicted that all daily newspapers in the US would be gone within five years.  His prognostication, which was made at a San Francisco conference in July 2009, was based on some startling statistics.  Specifically, that the daily newspapers only received 15% of the more than $60 billion spent on advertising over the previous 12-month period, which represented a decline of 10% from a decade earlier.

Grimes also stated that only 5% of the population still read the dailies.  This combination of declining ad revenues and readership is reflected in the fact that venerable publications such as the New York Times are awash in the proverbial sea of red ink.

Seeing the writing on the wall, the New York Times entered their definition of “the social media world” through the launch of their on-line version of the printed daily.  The expectation of course was that this new electronic, web-based venue would recapture readership and subsequently the share of ad revenues, both of which they have been steadily losing over the past few years.

Much to their surprise and dismay, the electronic edition lost money as well.

The moral of the story, and one that would be best learned by anyone contemplating the necessary move into the realms of social media is simply this . . . the transfer of static, non-conversational information to an electronic format such as a blog or social networking group will not work.

As indicated in my new seminar “Leveraging Internet Radio and Podcasting to Establish a Sustainable Brand,” the rather pedestrian elements associated with the information repository framework of a web site will do little to gain and keep market attention.  Web site traffic, which has long been considered the measurement of a site or blog’s presence and influence, is largely irrelevant in this non-personal, unilateral engagement with the visitor.

This is why Alexa ratings mean very little in terms of true market reach.

Let me provide you with an example.

In June 2009, I launched the PI Window on Business Blog primarily as an adjunct support venue or medium for the PI Window on Business Show on Blog Talk Radio.

In that first month, there was a grand total of 217 visitors to the site.

In December 2009, the total number of site visitors grew to 6,144.  This past month (January 2010), we fell just short of the 10,000 monthly mark with 9,894 visitors.

Based on research, this trend in terms of percentage growth will likely continue throughout 2010.

Using traditional methods of measurement (re Alexa) one might consider this to be a compelling indication of an emerging, sustainable brand.  While it certainly does demonstrate increasing awareness, it is the behind the scenes story that is most significant.

I am of course talking about the high level of cross-pollination that occurs with the PI Social Media Network’s other brands including the PI Window show on Blog Talk Radio and the Procurement Insights Blog.

This cross-pollination also extends to a growing number of external venues including social networks, on-line resource sites and internet-based media outlets.

Collectively, these interconnecting venues facilitate a dynamic, real-time interaction through a conversational technology platform that engages and responds to the individual first.

Think of it along the lines of David Cushman’s analogy in which the means of communication have transitioned away from the broadcast-centric many eyes looking at a single stage, to a one-to-one interaction within communities of purpose.

David Cushman

Much like the proverbial honey bee returning to a hive, each individual serves as their own filtering, gathering and sharing facilitator which inevitably determines the viral potential of a particular message.

In short, instead of engaging or writing to the unknown masses, social media and social networks actually enable you to connect and ultimately build a rapport with the individual directly.  It is then the individual who spreads (re pollinates) the message to others within his or her network of contacts.  As a means of creating a point of common reference, think of it as a referral system on steroids.

For vendors such as Emptoris, who are now entering the realms of social media through the launch of a blog (The Optimum), the old adage that people buy from whom “they know, like, and trust” is one that they would be wise to remember in the context of building that level of personal rapport.  Or, as my good friend the Marketing Doctor Dr. John Tantillo so adeptly phrases it in the title of his new book, vendors would be well-advised to recognize and respond to the reality that “People Buy Brands Not Companies.”

The Marketing Doctor, Dr. John Tantillo, Ph.D.

Therefore, and looking beyond the realms of technical interconnect-ability, your brand is like your signature or fingerprint.  It is personal and it is unique.  It is also at this level that you distinguish yourself in a highly competitive world.

In terms of the Emptoris Blog, the audience is interested in your brand, which is also your unique and distinguishable personality.  It is this very “Personality,” according to Future Buzz’s Adam Singer, that is woefully lacking from the traditional mainstream’s highly polished and professional looking blogs.

In short, if I had myopically focused on driving traffic to the lone PI Window on Business Blog so that people could read about my company, and the services I offer or the products I sell there is no way, regardless of how professional or polished it is in appearance, that the blog would have experienced the same growth in readership activity.  This is the essential starting point.

However, and this is another key point to remember, you need to offer useful information in the form of “branded insight.”  It is this branded insight, which is centered on experience and expertise about a subject for which I have a great deal of passion versus a company name, logo or product offering, that builds the pre-requisite “know, like and trust” relationship.

The real question that remains is simply this . . . what brand is Emptoris looking to build through their new blog?

Your Show Will Go Live in 5 Seconds is now available through Amazon.com

Use the On-Demand Player below to access the live 100th Anniversary broadcast of the PI Window on Business Show on February 4th, 2010 at 12:00 Noon EST.

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(LIVE Event Feed) Sourcing and Vendor Management Innovation: Case Studies From Australian Government

Broadcasting by Live Remote Feed from the prestigious Manitoba Club in Winnipeg Canada this event, which has been coordinated through Winnipeg-based Beyond Referrals, will provide valuable insights from one of the most proficient governments in terms of public sector procurement policies and practices, Australia.

Better ways to sell and buy professional services

Conference Overview:

There is much that Canadians can learn from Australian innovation in professional services procurement.

James Leathem, Managing Director of Magnetized Markets in Australia will be presenting research results from almost 300 Australian organizations highlighting issues and opportunities consistently faced by government and business procurement departments and suppliers.

He will also present case studies showing two different approaches used in Australian Local Government for sourcing of professional services – both decentralized sub-tender sourcing, and centralized vendor management.

The case studies will focus on the role of innovative new technology that has been developed by Magnetized Markets to support these approaches, simplify the process, and lead the drive toward better results for all parties.

James Leathem (left) presents the Tools & Infrastructure Application Award at the Asia Pacific Digital Innovation Summit (Melbourne, Australia December 2009)

Remember to use the On-Demand Player below to access the Live Event Feed from Winnipeg,Canada on February 9th, 2010 from 8:00 AM to 10:00 AM EST.

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100th Episode Special (PI Window on Business)

100 Episodes! It doesn’t seem that along ago that I moved into the host’s chair here on the PI Window on Business Show on Blog Talk Radio.

Perhaps it is not a milestone that can be measured in terms of time, but instead in the richness of the experience of being able to share the virtual airwaves with some of the most fascinating, insightful and amazing people.

PI Window on Business Show Radio Has Never Sounded Better!

As I am sure you already know, this is a passion of mine, and I consider it to be a great privilege to connect with you the audience, who so generously give of your time to join me each week.

I can only hope that you have come away from our time together enriched in some small way, and that through the first 99 shows you have enjoyed the experience as much as I.

There has of course been a great deal we have experienced, and interviews too numerous to count that we have enjoyed. From leading political figures such as Canada`s Trade Minister Stockwell Day, and social media gurus and Godfathers such as David Cushman and Shel Israel.

We have had on the show new media journalists like The Young Turks’ Cenk Uygur and branding experts such as Libby Gill, Marsha Friedman and the incomparable Marketing Doctor himself Dr. John Tantillo.

We’ve talked about leadership with Dr. John Ullmen, Bill McAneny and Dr. Gaby Cora, as well as examined the world of social networking with both Penny and Thomas Power.

We have even welcomed both local as well as international musical talent such as John Wright and award winning blues band Ryan Hartt and The Blue Hearts.

Ryan Hartt and The Blue Hearts

It has been a fun, action-packed ride. So much so that naming everyone who has been a part of each and every broadcast would require more space and even more time than a 90-Minute Special could afford.

That said I have taken the liberty of assembling some of the most memorable highlights from the past 99 episodes to share with you today. So sit back, enjoy, and thank you for giving me the opportunity to do something I really love.

Your Show Will Go Live in 5 Seconds is now available through Amazon.com

Use the On-Demand Player below to access the live 100th Anniversary broadcast on February 4th, 2010 at 12:00 Noon EST.

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Rosslyn Analytics Adaptive Intelligence Reflects Scientific Principles

The journal seeks to transform data analysis into a competent tool for scientific research and engineering applications, and to distinguish it from mere data processing. Unlike data processing, which relies on established procedures and parameters, data analysis encompasses in-depth study in order to extract physical understanding. A further distinction the journal makes is the need to modify data analysis methodology (thus, “adaptive”) to accommodate the complexity of scientific phenomena.

from the interdisciplinary scientific journal Advances in Adaptive Data Analysis

As my regular readers will know, I have extensively covered the evolution of intelligence utilization in the procurement process from the static realms of ERP-centric financial applications through to the adaptive agent-based modeling platforms upon which emerging solutions are based.

The basis for this enthusiasm or passion is tied to my years of leading the development of a government funded research initiative in which advanced algorithms were used to ensure “best value” decision-making on the front lines.  In short, the process  was used to identify, gather and apply real-world, real-time data to purchasing decisions as they were happening.

When the research began in 1998, the idea of “automated” real-time analysis wasn’t even on the radar screen.  Even in 2006, the concept of spend intelligence was roundly criticized in the mainstream, as demonstrated by the following comments from a leading supply chain blogger:

“I believe the phrase “spend intelligence” to be misleading. To me, it sounds like a new take or sub-segment of business intelligence software applications which offer analytics and dashboard capabilities and sit on top of existing systems of record. The problem is that spend visibility and analytics is much more complex, requiring data cleansing, rationalization, classification and other efforts which go far beyond what is needed to gain insight into basic HR, financials, IT and other internal information, which fall cleanly in to the BI camp.”

In all fairness to the blogger referenced above, he was not alone in his position.  Nor was it an unreasonable assessment I would write in an August 11th, 2009 post, given the fact that “this dismissive view of spend intelligence is representative of the limitations associated with traditional equation-based ERP applications in which the cycle to extract, let alone analyze meaningful data was onerous.”

“In other words,” I would add,  “unless you understood the basic differences between an equation-based versus an agent-based approach to solution development you would quite logically make the same assumption,” as your focus at the time would be on “IT or ERP-centric applications, and the limited framework within which they operated.”

This is an important distinction in that even though models such as Software as a Service (SaaS), and the new spend intelligence and analytics platforms are often referred to as breakthrough, innovative technologies, in reality they are not new.   The foundations for these programs are sound and have been proven over many years.  The difference is the current growing recognition and acceptance of these solutions in the mainstream as viable and reliable alternatives to the traditional, and largely static applications of the past.

What this means is that the market is catching-up with the adaptive intelligence solutions offered by organizations such as Rosslyn Analytics.  A truth that is reflected by recent news including the January 12th, 2010 announcement that Rosslyn had partnered with COA Solutions.  Under the agreement, the UK’s leading supplier of integrated management and information systems (COA) will provide its financial management system (FMS) customers with Rosslyn’s RA.Pid integrated web-based spend analytics service.

“This agreement,”  Rosslyn Analytics CEO Charles Clarke stated, “is recognition that RA.Pid Enterprise is the perfect platform for partners to build their SaaS spend analytics solutions using proven technology and innovative reporting capabilities.”

RA.Pid, which the company calls “the world’s first free spend analysis service” is a SaaS cloud platform that “automatically transforms data into actionable, on-demand intelligence in minutes,” which of course brings us back full circle to the beginning of today’s post.

Whether in the cloud (re Internet), or SaaS-based both of which are of course key technical and model elements of emerging solutions, how it works is not as important as what it delivers.  The ability to transform data into actionable, on-demand intelligence in minutes was the primary goal of the research that started in 1998.  It’s “real-time” manifestation in the form of  the practical solutions offered by Rosslyn Analytics today, clearly indicates that we have come a long way in terms of adaptive intelligence capability and utilization.

As it turns out, so too has the attitudes and understanding of the market, which has progressed considerably from pundit opinions that the “use and definition of the phrase, spend intelligence,” which some contended was simply “an attempt to shoot some Botox into a segment of the Spend Management market,”or the suggestion that the term Spend Intelligence “is misleading” are now faint voices in an emerging SaaS world.

Growing List of Celebrity Endorsements Speak to the So Act Visionary Reach

As you know, this past week I released my newest book “What Are You Waiting For? So Act Already! (The Unsociable Business of Social Networks And Why The So Act Social Network Will Change The World).”

Accompanying the release of any new book is of course a variety of promotional activities including interviews. As a featured host on the Blog Talk Radio Network I obviously enjoy the opportunity to connect with people from either side of the mike. In fact this past Friday’s interview with Marshall Zale, Host of the show So Act: A Better World Radio on BTR, was intensely interesting as it presented me with the first opportunity to really talk about this latest project at length.

I will be providing the On-Demand Player for that interview in a post later today (with of course the accompanying commentary).

All this being said, and almost imperceptibly – at least at first, So Act has quietly connected with a growing number of celebrities (close to 20), who will be sharing their insights into why the network is poised to make a difference in the world.

While these messages will be shared with increasing frequency over the weeks and months ahead, I was provided with one of the celebrity videos featuring the venerable actor William Shatner.

People Discussing Solutions To Universal Problems

What is interesting about these celebrity endorsements is that they highlight the very symmetry between the social conscientious vision of So Act, and the recognition of the practical need to engage and interface with the business elements of establishing a true network of action.

Shatner for example represents a generational appeal in which the ubiquity of his brand and the So Act mandate culminates in the unifying message “people discussing solutions to universal problems.”

So Act is definitely one of “the players” to watch in the social media world in 2010.

In the meantime, here is the link to the Shatner video.

My new book on So Act is now available in eBook format, with the paperback version being released in February through Lulu, and Amazon in March. Please note that 10% of all proceeds from the sale of this book will be donated to the Haitian Relief Fund through So Act.

Click on Cover to Order

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