The profession of procurement

Your article on Grey’s appointment of former Orange procurement chief Tina Fegent (MW August 7) struck a chord with me, not least because I have been working within the MCCA to educate members on procurement issues for some months now. I also came from the client side, having served for several years as Whitbread’s group marketing procurement manager, and I wholeheartedly approve of Grey chief executive Garry Lace’s reasoning behind the appointment of Fegent.

Procurement, and payment by results, have been hot topics within the industry for some time now, and although many agencies have seemed to balk at the idea of procurement specialists and all they stand for, I feel that for the majority it is time to realise that procurement is here to stay.

The fact that Lace is facing up to this issue is admirable. Yes, agencies can be wary of the procurement process, but this can be because they often expect it to happen over too short a period, and with the deck already stacked. Senior marketing people rarely bring their procurement colleague on board until late in the process – often, in fact, when they have committed to an agency and then found that their projected costs have burst their budget ceiling. The whole process is concertinaed, and measurement processes are not thought through.

With procurement professionals on board from the start, and in particular those who specialise in marketing services, there is less room for mistakes and hopefully, in time, a stronger bond and trust between client and agency can be formed as the relationship becomes unambiguous.

Bob Rodwell

Portfolio service manager


London W1

Latest from Marketing Week


Access Marketing Week’s wealth of insight, analysis and opinion that will help you do your job better.

Register and receive the best content from the only UK title 100% dedicated to serving marketers' needs.

We’ll ask you just a few questions about what you do and where you work. The more we know about our visitors, the better and more relevant content we can provide for them. And, yes, knowing our audience better helps us find commercial partners too. Don't worry, we won't share your information with other parties, unless you give us permission to do so.

Register now


Our award winning editorial team (PPA Digital Brand of the Year) ask the big questions about the biggest issues on everything from strategy through to execution to help you navigate the fast moving modern marketing landscape.


From the opportunities and challenges of emerging technology to the need for greater effectiveness, from the challenge of measurement to building a marketing team fit for the future, we are your guide.


Information, inspiration and advice from the marketing world and beyond that will help you develop as a marketer and as a leader.

Having problems?

Contact us on +44 (0)20 7292 3703 or email

If you are looking for our Jobs site, please click here