Commit to using a category-intake script on a real sourcing request.
Use a category-intake reset before launching a sourcing event. A real strategic-sourcing request where a stakeholder is pushing for an RFP, supplier shortlist, or renewal decision before the business need and market facts are clear. The next stakeholder request that asks for an RFP or three quotes before the business outcome is clearly stated. The next incumbent renewal where the owner wants a quick discount conversation without reviewing demand, performance, and alternatives. The next category meeting where stakeholders disagree on scope, must-have criteria, or what problem the supplier should solve. Before I launch the event, I will ask: What business…
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