How to Become a Better Buyer of Intelligence Support Services 10 Myths Exposed

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How to Become a
Better Buyer of
Intelligence Support Services:
10 Myths Exposed
A Complimentary Webinar from Aurora WDC
12:00 Noon Eastern /// Wednesday 28 October 2015
~ featuring ~
Melanie Wing Derek JohnsonCraig McHenry

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Melanie Wing, Vice President Strategic Marketing and Customer Insights Leader for
Equifax, Inc., is responsible for understanding customer, industry and market trends to drive
the development and implementation of results-oriented business strategies. An
experienced marketing professional, Melanie is focused on bringing the customer to the
forefront of decision making.
Melanie joined Equifax in 2011 after serving as the Global Director of Corporate Strategy at
Whirlpool Corporation, the world’s largest appliance manufacturer. During her tenure at
Whirlpool, she directed strategy development and competitive intelligence and customer
insights activities to support the company’s expansion into emerging markets, joint ventures
and various global mergers and acquisitions. Prior to joining Whirlpool, Wing spent eight
years at JPMorgan Chase Card Services in a number of leadership positions, including First
Vice President of Marketing and Chief of Staff supporting the Chief Marketing Officer. She
was responsible for brand strategy management, as well as, creating go-to-market strategies
for numerous products and services.
The Intelligence Collaborative is the online learning and networking community powered by Aurora
WDC, our clients, partners and other friends and dedicated to exploring how to apply intelligence
methods to solve real-world business problems.
Apply for a free 30-day trial membership at http://IntelCollab.com or learn
more about Aurora WDC at http://AuroraWDC.com.
Melanie.Wing@equifax.com

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Craig McHenry is currently the Senior Director of New Business Development for The
ABIS Group, an intelligence boutique located outside Chicago in Northwestern University’s
Research Park. Craig is a bio-pharmaceutical intelligence professional with a record of
providing decision makers with insights and information so they have the luxury of time to
choose and act wisely.
With over two decades of intelligence and analytics experience, his career includes positive
impact at Nestle’s Wyeth Nutrition business unit, Pfizer’s Specialty Care Market Analytics
group, and several positions of increasing responsibility within Wyeth Pharmaceuticals.
These positions include contributions in Global Business Development, New Product
Development Market Research, and a key role in forming the first Business and Competitive
Intelligence function. Craig also worked at Sperry/Unisys and holds a M.A. in Computer
Science Ed. He has been a member of SCIP since 1993 and is a graduate from the Gilad-
Herring Academy of Competitive Intelligence.
Craig.McHenry@theabisgroup.com

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Questions, Commentary & Content

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Myth busting…
Agenda

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Myth 1:
There is no limit on what a vendor should
do in response to an RFP.
Truth:
Vendors should be given the time needed
and reasonable expectations for
responding to an RFP.

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Myth 2:
It is not important for my vendor to know
the details behind my KIT and/or potential
decisions.
Truth:
The more a vendor knows about the
decisions you are trying to make the better
the outcome will be.

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Myth 3:
I always need vendors who can have peer-
to-peer conversations with sources.
Truth:
When you hire a vendor who knows how
to ask questions, they don’t need to be
subject matter experts to have a
meaningful conversation.

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Myth 4:
Validation and confirmation of what I know
is not a valuable deliverable.
Truth:
Validation and confirmation is intelligence
and can be acted on.

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Myth 5:
My vendor doesn’t need my help in writing
a good report.
Truth:
Helping a vendor tailor a report to the
unique needs of your business will make
the work better for all.

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Myth 6:
I really don’t need to talk with my vendor
on a regular basis.
Truth:
A relationship with a vendor is a
partnership. Talking with your vendor
regularly will lead to greater project
success.

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Myth 7:
My vendor can do quality work for
anything I need as quickly as I need it for a
reasonable cost.
Truth:
As in everything, reasonable expectations
on timing and cost need to be set.
Fast, Cheap or Good…pick 2.

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Myth 8:
No matter what it takes, my vendor can get
me everything I need to know.
Truth:
Not all vendors have the same ethical
standards – be sure you are aware of the
limitations and risks associated with
intelligence collection.

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Myth 9:
Vendors know there is always a chance
they will “probably not” be awarded a
particular project.
Truth:
Vendors should be given the truth about
the probability of being awarded a project.

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Myth 10:
If it is not a good fit for a particular project,
my vendor will always let me know.
Truth:
Some vendors will take on any project, just
for the revenue. Make sure to really
understand capabilities and potential
conflicts.

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Remember…
Being a better buyer of intelligence support services means focusing on…
Communication
Setting expectations
Being an active participant in the process
Occasionally challenging assumptions

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Melanie Wing
Melanie.Wing@equifax.com
www.linkedin.com/in/melaniewing
Craig McHenry
Craig.McHenry@theabisgroup.com
www.linkedin.com/in/mchenrydc
Twitter: @RxCIguy

How to Become a Better Buyer of Intelligence Support Services 10 Myths Exposed

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