The 6 buyer strategies for cost reduction and their implications for sellers Today’s buyers are hell-bent on cutting cost. However for sellers that need not be all bad news. Indeed, the latest wave of buyer cost cutting, with its broader and more sustainable focus, has the potential to take buyer-seller…

For suppliers what makes for great supply chain management is certain to be of interest.   That means a recent Gartner report on the Top 25 Supply Chain leaders makes interesting reading. Who are today’s leaders in terms of both buying and supplying? The answer is to be found from…

More and more professional buyers are adopting a 'fortress mindset' in their approach to dealing with sellers. In short, they have erected defenses that are designed to keep sellers at bay. In this article, we examine how you can encourage buyers to lower their defenses... …

With more sellers chasing fewer customers these days, do buyers have the upper hand? Well, according to buyers themselves, the answers is yes. However, it’s also apparent that some sellers are leaving themselves vulnerable to manipulation from increasingly aggressive buyers. In this article we look at what this means, as…

The 'cold war' may now be over, but relations between procurement and finance within many organizations remain frosty. This can have many undesirable consequences for sellers, who may often find themselves unwittingly caught up in a power-struggle between the two functions. This article provides tips for sellers on how to…

Sellers expect to have to slug it out with other suppliers, but they may find that they 'lick the competition' only to then be beaten-up by the buyer. We asked sellers about their most bruising buyer encounters and the lessons they had to offer...…