Angela has volunteered to write the IVCA Procurement Guide and is deep in research.  Speaking to highly experienced procurement managers and consultants has opened a rich seam of knowledge and insight. They are keen to help, to pass on contacts and to raise the standards amongst creative companies, clients and their own profession.  Having spent many years winning government tenders, and, more recently working with creative agencies to improve their business,  Angela has plenty of good practice to pass on. But, as ever, there is nothing like hearing it from the horse’s mouth. Gems include: ‘until you say ‘no’ procurement will think you are still negotiating’; ‘if you agree to deliver the same project for a significant discount of course procurement will think the original price was inflated’ and  ‘creative people take it all so personally; its not personal, its business.’

Angela says there is so much more – and, of course, greater depth, coherence and sophistication – coming out of the research. The problem now will be fitting it all in to one pithy Guide . . .