Thursday, 28 September 2017

My First eWorld - September 2017

Six months and here we are again, eWorld September 2017. I am sure that for the rest of the team at Market Dojo it felt like a bout of Deja Vu having gone for the past 6 years but for myself, this happened to be my first trade show since starting here earlier this month.

Luckily, this time around we stayed in a hotel the evening before so missed the 4am start which I believe is the traditional Market Dojo eWorld routine.
So starting the day feeling fresh at sunrise, we headed down to the QEII Centre in Westminster to set up for the day. I worked my marketing magic to make the stand look pretty great (if I do say so myself) on time for delegates arrival at 8am. 

We had the privilege of being situated next to two of our close partners stands Provalido and Per Angusta. 

The brilliant Claire Boffey who organises the popular event biannually, ensured all the sponsors had free bacon rolls to prepare us for the big day ahead. Unfortunately, for vegetarians like me, this meant sampling lots of chocolates from various stands which gave me the perfect opportunity to gain an insight into other competitors and procurement solutions on the market.
I think for ‘newbies’ like myself, it was interesting to see the range of people which attend the event. Not everyone is there for new opportunity it seemed, which surprised me (just there for CIPS points!) however the ones which were, showed just how applicable Market Dojo is to the market, as many procurement teams are so stuck in old ways and could benefit massively from using a tool to eSource.

The talk given by Interserve, our client for over a year now, grabbed everyone's attention. The representatives on the day, Kevin Davies and Mandeep Chana, Spoke about changing behaviour through technology, such a popular choice of topic that the room had to be upgraded to a larger space (We hope this had nothing to do with the “free biscuits” title given in the pamphlet!)

Interserve gave an honest talk about their experience of implementing an eProcurement solution, explaining their hardships along the way with software, communication and processes. However choosing the right supplier was fundamental to their success, yep that's right… us (MARKET DOJO) and Per Angusta.
Our prize draw for a free month licence for Market Dojo was drawn from a hat by Pierre from Per Angusta and Pete from our sales team. Our lucky winner this time, was Kunal Khanderia from Hilton Hotels.

As the day appeared to come to a close, we had some of our best conversations with people who were really keen to learn more about the world of eSourcing and also some of our other products such as category analysis. This went down very well with a glass of white wine to finish a fun first day at eWorld. 
Finally! (nearly finished I promise) before heading off back to Gloucestershire, we went for my cuisine of choice, Italian at Colosseo just a 5 minute walk from the QEII centre for some real food (by that, I obviously mean pasta) before another day back at the office! 
If you didn’t get the chance to come to the event or missed us for any reason and think Market Dojo could have been of interest to you, don't hesitate to get in touch for more information or try out our free sandpit tool here! 

Market Dojo helps procurement professionals negotiate better with our on-demand eSourcing tools. If you’d like to find out more, get in touch or register for free and play around with our software for yourself!


Tuesday, 26 September 2017

Part 2 - The CPO’s first hundred days…

Market Dojo continues its search into transforming procurement teams in the CPO’s first 100 days. Dr Paul Joesbury has experience as a CPO at a number of organisations including Chesapeake Packaging. In this two-part series Paul explores what he believes are the most important areas that a new CPO needs to address.

This is the second part of a series discussing how to be an effective CPO by Dr Paul Joesbury. Find the first part here for the first two areas of Paul’s Procurement Effectiveness model which covers “the compelling case for change” and “competency” as the most important aspects to transform within procurement.


(Continued) #3 Effective strategy

Effective strategy” is the third factor, which assesses the approach being taken by the existing procurement function and will include total acquisition cost, supplier relationship management, supplier risk management etc.  This is an area that has traditionally been the focus of attention within transformation activity, although evidence suggests it is still an immature  application as seen by the misuse of phrases such as “Strategic Partner” where the language used differs from the approach taken and this rhetoric undermines trust within the supply chain. This leads to “game playing” and poor supplier customer relationships. It is essential that the new CPO reviews the supply strategies to ensure that these are focused on the requirements of the business.

#4 Communication, Marketing and Data

Communication, Marketing and Data” is the fourth factor and looks at the effective communication of programme imperatives, data, stakeholder and expectation management. . Some procurement professionals face a real dilemma to get support for investment in the procurement function, as big saving numbers are often identified, without the necessary checks being implemented. This can lead to disappointment from the executive sponsors when the numbers delivered are less than initially “sold” in order to get the necessary backing. The key is to set realistic expectations, and manage accordingly with open communication and good data.

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#5 Effective Governance

The final dimension looks at “Effective Governance” and relates to having an effective and independent measure of performance within the programme. It is good practice to have a direct link to the CFO, so that delivered benefits are seen as real in the eyes of the finance department and other stakeholders. It is often the case that the numbers presented from the procurement function are not believed as there is either weak governance or too much distance from the procurement activity to their own reality. This can result in a lack of credibility and poor levels of support., However by implementing strong governance into business activity, this can be resolved

As per Napoleon’s experience, much can be achieved in the first 100 days, although hopefully when the new CPO approaches this is the right way it will result in success for the individual as well as the organisation – rather than in exile to St Helena!

Until next time, Paul’s series of The CPO’s first 100 days has come to an end. Stay tuned for the next chapter, to find out more about how you can transform your procurement team as a CPO from some of the most successful experts in the industry.

Dr Paul Joesbury is a Procurement Transformation specialist having managed procurement transformations across multiple industries and sectors. He completed his doctorate programme at Aston University where he led research into the effectiveness of procurement. As part of this research he has created the “Procurement Effectiveness Model” that is both a diagnostic tool as well as a route map to effective procurement. He can be contacted via linkedin or at info@purchain.com

Monday, 25 September 2017

Part 1 - The CPO’s first hundred days….

Market Dojo continues its search into transforming procurement teams in the CPO’s first 100 days. Dr Paul Joesbury has experience as a CPO at a number of organisations including Chesapeake Packaging. In this two-part series, Paul explores what he believes are the most important areas that a new CPO needs to address.

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Dr Paul Joesbury is a Procurement Transformation specialist having managed procurement transformations across multiple industries and sectors. He completed his doctorate programme at Aston University where he led research into the effectiveness of procurement. As part of this research, he has created the “Procurement Effectiveness Model” that is both a diagnostic tool as well as a route map to effective procurement. Paul can be contacted via Linkedin or at info@purchain.com

In this first part, Paul begins discussing why he thinks that “The Compelling Case for Change” and “Competency” are the two most crucial elements for transforming your procurement team in your first 100 days as CPO.


In the 100 days between March and June of 1815, Napoleon Bonaparte escaped from his prison on Elba, assembled 1000 supporters, returned to Paris where he was welcomed by cheering crowds, ousted Louis XVIII and began what came to be known as his Hundred Days campaign. He built his army to 280,000, invaded Belgium before being finally defeated by Wellington and an allied Anglo-Prussian force at Waterloo – he was then carted off to another island prison at St. Helena – Phew!

Fortunately, the first 100 days of a CPO do not normally make their way into the history books, although in reality it can be “make or break” in their ultimate success. In my opinion, the CPO has one of the most influential jobs in the organisation. What other job allows you to improve quality and performance, whilst lowering the cost base, Therefore, it’s surprising that the role of CPO is still relatively immature, with many organisations still seeing procurement as a low-level function within the business and not as one that can add significant value.

I have identified 5 factors as part of a “Procurement Effectiveness Model” that is key to the success of a new CPO and that have to be addressed within those 100 days.These 5 factors relate to common themes that I believe are transferable across business, industries and sectors.

The 5 areas that a new CPO needs to address
  1. The Compelling Case for Change
  2. Competency
  3. Effective Strategy
  4. Communication, Marketing and Data
  5. Effective Governance

#1 The Compelling Case for Change

The most significant area to address within the first 100 days is “The compelling case for change”. A company heading for bankruptcy is typically motivated to make the required changes that keep the receivers at bay, and in this situation the compelling case for better procurement is strong. In other organisations, however, especially if they are profitable, the need to do things differently needs to be made very clear to all of the stakeholders.

In a previous role where the compelling case was initially low, there was nodding agreement in front of the CEO, however, when the same senior managers went back to their own departments their activities were more motivated by “appearance of compliance” rather than to embrace the change. This was due in part to a view that they were profitable so “why bother” and a perception that this initiative may degrade their own particular “power base”. This was addressed by making clear the benefits for the business in terms of lost opportunity cost as well as ensuring that the whole programme was inclusive in its nature and that they could get improvements by operating in an inclusive way. Although the direct correlation of performance improvement on the back of enhanced procurement activity to their personal bonuses also helped!


#2 Competency

The second factor is “Competency” and relates to both the people involved in procurement and the competency of the organisation. Often companies talk about people being their most important asset, however, in the procurement environment, this is especially true. It is often the lost opportunity of not having the best people in the position that is the real cost to the organisation. Many people are busy, however, how many of them are busy adding real value? We call this competency “Drive and Determination”. We’ve all met people that get things done in the short term, whilst leaving a trail of destruction in terms of broken relationships and undermined trust. We clearly need to have people in place that demonstrate both Drive and Determination as well as “Influence and Communication” (the second of the defined competencies).

In total, the research has identified 10 competencies that are key to success in a procurement environment and assessing existing staff against a suitable skills, knowledge and competency framework is, therefore, a must for the new CPO. Knowing the capability of the team in a scientific way will lead on to better recruitment and development decisions being made. As it’s important to remember that at the end of the day it’s the team (not the CPO) who will deliver the results.

Stay tuned for Part 2 which will cover the remaining aspects of “Effective Strategy”, “Communication, Marketing and Data” and “Effective Governance” with Dr Paul Joesbury. You can contact Paul via Linkedin or at info@purchain.com



Market Dojo helps procurement professionals negotiate better with our on-demand eSourcing tools. If you’d like to find out more, get in touch or register for free and play around with our software for yourself!

Wednesday, 6 September 2017

One to One with the newest member of Market Dojo

Market Dojo is pleased to announce the latest member of Team Dojo. Angie will be joining us as part of our growing marketing team, she glided through the Market Dojo interview process and we are really pleased to welcome her to the team. 


What made you apply to Market Dojo?
Interestingly, a path into the world of procurement and software was something which had never really caught my attention, partly because I was unsure of what sector I was ever going to work in and partly because I didn’t have much knowledge on this world of business. However, what I did have was a keen interest in Marketing. A family member with previous experience in procurement services told me about Market Dojo and after a brief phone call with one of the directors what was apparent was the range of opportunity available. Once meeting the team, I realised everyone had a genuine energy for the company which I value highly as a prospectus employee. 

What are you looking forward to in your new role?
I am most excited about being able to bring new ideas to Market Dojo on how we can better inform potential customers of our product to encourage more sales. 

What is different about Market Dojo?
For me, it’s that the service is based around getting other businesses the best deals. I have always wanted to go into a career where I can provide something beneficial to others and taking a commercialised business route being able to do this seemed quite unlikely.

If you didn’t go into marketing, what other profession would you have considered?
I think I would have remained studying for a couple of years to become a Doctorate in the field of Psychology, where I would have pursued a career within the mental health sector specifically to help those with eating disorders. Why I chose to work within a business instead is because the NHS underfund the mental health services drastically and I feel I would not be able to help to the extent I would like. I also was hungry to jump start my career and get into working life earlier, and knowing that I have a keen interest in what makes people tick and how to utilise this, assured me that Marketing was the perfect profession for me.

What is your favourite book/movie?
Probably Harry Potter, I recently went to London to watch the final book in theatre, ’Harry Potter and the Cursed Child’. It was absolutely amazing, and you really have missed out if you haven’t had to pleasure to see it. The tickets were impossible to get hold of and I waited for hours online to grab just two a year in advance, so I guess I must be a pretty hard core fan.



What is the most embarrassing song you have on your phone?
I honestly have no embarrassing songs on my phone, or maybe I’m too self-assured of my own music taste

What is one thing about yourself that you think others would be surprised to know?
Ummm, probably that I worked in a fish and chip shop. My friends were all shocked because I am quite a girly girl, but I actually really liked the job! Had some very funny work friends and obviously the bonus of free chips, I really couldn’t complain…

Have you ever traveled abroad? What was your favourite country?
Yes. Probably Thailand which I visited this summer with close friends. It was a budget/travel style holiday but the food and beaches were pretty insane. I have never been to America, and would LOVE to go! On one hand I want to go all out and splurge on a luxury break in LA, but on the other hand, I kind of want to travel South America and visit the likes of Bolivia, Chile, and Peru! Although a friend of mine did that a couple of months ago and ended up getting Salmonella poisoning, parasites you name it! But the pictures were absolutely amazing, I was very jealous.

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    Bolivia, Uyuni, Salt Flats

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    Peru, Amazon Rainforest

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    Chile, Patagonia

What are your hobbies and interests?
Hobbies are definitely eating out (I’m the biggest foodie ever!), binging on a good TV drama, and I guess health and fitness. I’d prefer to say health and fitness is more of an interest as I really care about my diet and ensuring an active lifestyle and 8 times out of 10 make it to the gym and eat super good foods but I do struggle because it’s not always what I want, to slug myself to do a workout or stop myself from eating a whole bar of chocolate! 

Where do you see yourself in 5 years?
Okay, not to follow the crowd on this one but for sure owning my own house. I’m super interested in property and interiors always looking for ideas on Pinterest! I have already opened a help to buy ISA so that is for sure in the pipeline for 5 years time. Career wise, I hope to progress fairly quickly, I am a super hard worker and am keen to learn and absorb from the best. I hope to stay in the field of Marketing for several years, working my way up within this field and then maybe digress into product development. But this is just a thought, I’m sure after more work experience and getting a better grasp on business throughout my time here I will be able to better predict my path.

If you could be any animal in the world, what would it be?
Probably a snow leopard - they are super beautiful and are definitely my favourite animal.

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What actor would you cast to play yourself in a movie?
There are some pretty amazing actresses and actors to chose from. But probably Angelina Jolie cause seriously who the hell wouldn’t want to be her!

Connect with Angie on LinkedIn.

Market Dojo helps procurement professionals negotiate better with our on-demand eSourcing tools. If you’d like to find out more, get in touch or register for free and play around with our software for yourself!

Friday, 1 September 2017

[New Release] - August 2017

Over the past few years we’ve discovered that eSourcing has evolved into becoming a team effort. Whether it is the stakeholder who needs to sign off on RFI requirements or the colleague who is best able to answer a suppliers question. In recognition to this, we’ve made a key focus of our latest product update to help with this new challenge.



Market Dojo messaging has always been a great way to manage communication with your suppliers in a centralised, auditable way. However, until now it wasn’t possible to have the same benefits for communication within the buying team. With our latest release that has changed, as now you can message your fellow host as well as participants within the tool.

The new send message page :

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Similar to the send to participants page, you can choose which individuals or groups the message should be sent to. You have the ability to  easily select everyone with a particular role, or just choose individuals.

We are very excited to help our customers work more efficiently with their internal teams, and look forward to seeing this feature being adopted.  

If you have any questions, don't hesitate to get in touch! Contact us at support@marketdojo.com

Market Dojo helps procurement professionals negotiate better with our on-demand eSourcing tools. If you’d like to find out more, get in touch or register for free and play around with our software for yourself!