Embracing the procurement process

Procurement departments are playing an increasingly important role in the selection of advertising agencies, as well as in influencing media planning and buying - meaning that agencies now have to display both their creative and financial prowess.

Embracing the procurement process

Laurence BoschettoDraft, Inc.

Draft has never been one to shy away from controversy. We prefer to take a stance on an issue based on what we feel will benefit clients — even if it causes us to break ranks with fellow agencies — because in the end it will benefit us. Who needs to be popular with the competition anyway?

To illustrate, let's look at the role of procurement in the agency-client relationship. Procurement, once a department stereotypically obsessed with buying PCs in bulk and getting the best deal on paper, now helps shape some...

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