Episode:

Summary - Mike and Jeremy interview the wonderful Dana Small, author of the Ms Category Management blog. Dana is the Head of Commercial Sourcing at BioMarin. With 10 years of experience in procurement/sourcing roles and over 17 years of experience within the BioPharma Industry. Her main responsibilities currently include all of Commercial Sourcing Categories Globally at BioMarin, along with other Indirect categories such as Meeting & Events, Travel and Professional Services. Recent initiatives include implementing a Global Strategy for a single Agency that spans multiple regions including the Global, EU and US Commercial Teams. Additionally, her work with the brands allowed for the strategic implementation of leveraging a single supplier for all of our North America Rare disease state Meetings.

The team debunked category management myths, discussed the benefits for both buyers and suppliers and debated the benefits of creating a personal brand around your work. Mike also introduced Dana into the west country term "wanger", meaning someone who promotes themselves and is a bit of a chancer.  

Dana's recommended reads - Never split the difference - negotiating as if your life depended on it by Chris Voss and Permanent Record by Ed Snowden

Dana's favourite quote - "Work Hard In Silence and Let Success Makes The Noise"

Dana's hero - Marie Curie

Dana's blog - https://mscategorymanagement.com/

Other useful links:

Make a change - A collection of Mike's musings and blogs on business development, tendering and bidding, marketing and strategy. 

http://shortthoughts.mikereader.me/

Growth Ignition - Information on Jeremy's business, Growth Ignition,  who are a marketing, business development, capture and bidding consulting, training and enabling tech company.

https://www.linkedin.com/feed/update/urn:li:activity:6460748079535570944 

The Bid Toolkit - In the bidding space, Growth Ignition offer a digital and training product set called the bid toolkit. It’s a simple step by step online process and guide for delivering winning bids and is a constant reference point for your whole team and training tool throughout the bid lifecycle.

http://www.thebidtoolkit.com

The Bids and Procurement LIVE! Events - Breakfast events and a conference bringing together bids and procurement people.

https://www.eventbrite.co.uk/o/the-bid-toolkit-17763232278

Contact Mike or Jeremy

On twitter: @mike_reader, @jeremy_brim 

On LinkedIn: https://www.linkedin.com/in/mikereader, https://www.linkedin.com/in/jeremybrim

Or via email at redreviewpodcast@gmail.com