In a statement, ISBA accused some agencies of 'preferring to bury their heads in the sand and blame the client', rather than 'embracing the growth in procurement involvement in relationships'. Its response follows reports of disquiet among IPA executives about ISBA's Communications Purchasing Action Group's practice of sharing fee information collated during individual client/agency talks.
ISBA has urged agencies to accept that the use of procurement professionals reflects the pressure on clients to protect margins. It has stressed the need for remuneration based on results.
It also proposed that procurement specialists be seconded to agencies to learn more about how they work, thus helping to create a better remuneration model.
The IPA acknowledged agency fears that results-based payments would be unfair, as the methods of evaluation are insufficiently robust, and that procurement specialists only want to understand agencies so that they can beat them down on price.
Leader, page 28.