Comments on: Executive Engagement: The CEO https://cporising.com/2010/05/12/executive-ngagement-the-ceo/?utm_source=rss&utm_medium=rss&utm_campaign=executive-ngagement-the-ceo Analyst-led research and intelligence for the procurement community. Sat, 13 Jul 2024 01:06:45 +0000 hourly 1 By: Andrew Bartolini https://cporising.com/2010/05/12/executive-ngagement-the-ceo/comment-page-1/#comment-70 Tue, 18 May 2010 04:56:56 +0000 https://cporising.com/?p=1098#comment-70 Kirk –

Great comment! For the past year, I have been using a slide that shows how much revenue it takes in certain industries to earn $10 million (depending on industry, the answer can range from $100-$300 million, higher in some verticals). Then I ask the audience to consider the level of effort needed to sell $100 million – you see where this is going….. In fact, Carol Danoff (who I reference in this article) told me last week that when she was at Colgate-Palmolive, they used to equate their savings to the number of toothpaste tubes that would need to be sold to generate the same impact. 4 out of 5 CPOs would be wise to do the same type of calc., make that 5 out of 5.

]]> By: Kirk Eberhart https://cporising.com/2010/05/12/executive-ngagement-the-ceo/comment-page-1/#comment-69 Mon, 17 May 2010 15:41:26 +0000 https://cporising.com/?p=1098#comment-69 Andrew, our company has good interaction at the C-level and when a key opportunity is identified and endorsed across the C-level, results can happen quickly. Some times the challenge is in quantifying the size of the opportunity, so it can be given the green light. I’ve learned that ROI is one way of stating the size of the opportunity, but another approach that will get traction quickly is in terms of earnings. If you know how many dollars have to be ‘saved’ to deliver a penny to the quarterly earnings, don’t be afraid to express the opportunity in this manner. Take the time to prepare your data well, present it to your CPO or CSCO and let them ‘beat it up’. If they are sold on the sourcing or supply chain savings plan, it should be an easy conversation for them with the CEO and once the CEO is on board, moving forward quickly is easy. When the CEO is sold on a concept presented in terms of ‘earnings per share’, they will pave a smoother path for you in terms or resources, cooperation and visibilty from other key departments. The key is the open line of communication between the CPO/CSCO and the CEO, then speaking (or internal selling) in terms the CEO can identify quickly with – earnings per share is a language they understand and it might get you further faster than a traditional ROI presentation built off the same numbers, especially during tough economic times.

]]> By: Dykes Blackmon https://cporising.com/2010/05/12/executive-ngagement-the-ceo/comment-page-1/#comment-66 Wed, 12 May 2010 11:52:55 +0000 https://cporising.com/?p=1098#comment-66 Great point, Andrew! A top down push can only help the cause. I attended one of the Zycus Experiences recently and had the opportunity to hear you speak. Great job and I would encourage others to go hear Andrew in LA!

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