The discovery call is where we get to know each other, define what success looks like for you, and set a timeline for the connection process.
We’re excited to hear you’re interested in scheduling a discovery call with Una to find out more about what group purchasing can do for your organization’s bottom line. Read on to learn more about what the call will involve and how to get the most out of it.
But first, we want to be clear that there isn’t really any homework or prep to do before getting in touch. Our Sourcing Advisers are standing by to answer your questions and guide you through the initial steps of your group purchasing journey, so please don’t hesitate to schedule a call! There are no obligations or requirements - ever.
However, if you’re the type who likes to know as much as possible about the agenda of a call before it happens (we’re looking at you, Gen Z!) this guide will describe the questions you can expect.
The Discovery Call
As the first step to savings, this is where we get to know each other, define what success looks like for you, and set a timeline for the connection process.
The purpose of having a discovery call with one of our expert Sourcing Advisors is to see how we can best address your needs together. This call acts as a two-way interview so both parties can decide if there is potential for a good fit. Our Sourcing Advisor will ask a series of questions, including what your goals are and what challenges need to be solved.
What Does Success Look Like to You?
This question is designed to understand your procurement goals and start to hash out how group purchasing could help you meet them. Here are some of the common answers we’ve heard:
- I’m looking for full spend visibility and X% cost savings this year
- I want to improve my performance in a particular category
- I’m looking for some quick wins
- I want to slash sourcing time and increase speed-to-savings
- I’d like to solve some specific challenges
What Do You Think a GPO Can Do For You?
Our Sourcing Advisors ask this question to gauge your knowledge of group purchasing. If you know all about GPOs already, great! If not, we’ll take a moment to bring you up to speed with some key info such as:
- How GPOs work
- The areas where GPOs can help the most
- The difference between horizontal and vertical GPOs (hint: Una is a horizontal GPO).
- How GPOs like Una make money when membership is free.
- Common misconceptions about GPOs.
(You can check out our microsite for answers to the above.)
Are You Looking for Benefits Beyond Savings?
While cost savings are the hero benefit, there are plenty of other reasons to join a GPO. We’re interested in finding out if you’re keen to explore other benefits such as:
- Increasing speed
- Improving visibility
- Freeing up the procurement team for other tasks
- Improving compliance
- Decreasing risk
Are You Getting the Most Value Out of Your Suppliers?
This is where we start discussing the numbers. Perhaps you’ve been able to negotiate an average cost saving of 5% with suppliers across indirect categories. You might be surprised to hear Una members receive an average of 18% to 22%. We can also discuss contract terms and how these might be improved.
Timelines and Next Steps
Finally, the discovery call sets the timeline and the next steps involved. Things may move faster than you’re used to in procurement.
Usually, the process of finding a reliable supplier and negotiating contracts can take months, if not longer. But Una has a catalog of pre-negotiated contracts already in place, meaning we’ve done the heavy lifting in terms of vetting suppliers and negotiating the best-possible pricing for our members. The need to reach out to suppliers is eliminated.
That’s it for the discovery call! Typically, there are only two more steps involved:
Cost Analysis
This is Una’s time to shine and where we can show real value.
Our Sourcing Advisors work with you to conduct a cost analysis with the spend information you provide. This serves as a way to benchmark your current pricing and assess the value of your contract with a supplier.
Una will send your anonymized spend information directly to our supplier base to compare cost and identify potential savings opportunities. If the contract Una has in place would yield additional savings, we can get you connected to those contracts within days or weeks. That’s fast.
Our Sourcing Advisors can undertake a cost analysis for each category so you have a clear picture of where you’re spending money, how much you’re spending, and how much potential there is to save by partnering with Una.
Connecting to Savings
After the cost analysis, we’ll work quickly to get you connected so you can start saving as a GPO member right away.
Based on the information gathered during your discovery call and cost analysis, our Sourcing Advisors will walk you through our catalog of suppliers and recommend those who will best meet your needs.
Our team will facilitate the relationship with each supplier by introducing you to the supplier’s National Account Manager, if applicable, and assist with any questions you have about the contract.
Not only are your contracts ready to go, but you’re given back your tie, which we all know is valuable. All you have to do is pick your favorites and start saving!
Ready to start saving? Simply fill in our online form and we’ll be in touch to schedule your discovery call.
