We’ve touched on the subject of procurement over a number of episodes in this series so far, and it’s a topic I wanted to come back to and delve a little deeper.

 

Much of the time I deal with small to medium sized agencies, all specialists in their respective fields, many of whom are working with large brand owners with significant purchasing power. Such accounts can be transformative for an agency looking to grow - the opportunity to do the kind of work that is high profile enough that in turn, it will attract more, equally prestigious new work. But these relationships are not without risk.

 

In this episode I chat to David Meikle, consultant and author of How to Buy a Gorilla, about the relationship between marketing, procurement and agency, and how to create value.

 

Listen in to find out how to win a copy of David’s book.

 

Also mentioned in this episode are:

 

Win Without Pitching and Pricing Creativity by Blair Enns

 

Implementing Value Pricing by Ronald J Baker

 

Take a Stand for your Brand by Tim Williams

 

Buying Less for Less by Gerry Preece and Russell Wohlwerth