The Transition to Fact based Sourcing

I was surprised to hear a Sales Manager, tell me that they had refused to bid on a piece of work, because the client wanted to use “eSourcing” as a method for supplier selection. I asked the person in question “was this not a normal practice?” It turned out that the person in question was “Old School” and could not see the opportunity, using digital skills amd techniques in reality he avoided the conflict of eSourcing because he was a relashionship guy. I became intrigued by the issue, as a Procurement professional I have been using eSourcing as a tool, methodology and discipline for over eight years. I very much believe that e Sourcing is a “end to end” process and has a dominant role within the sourcing cycle. The issue that is been infuriating me now , for months is this idea that eSourcing is only useful for buying “Products” it does not work for buying services. This is not the case and anew model is emerging that enables the value to be captured from eSourcing while driving the relationship model to new dimensions