Ray Collis

WHO Makes The Decision

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Are you selling to all the right people?  It is all to easy to be caught out by changes in respect of WHO now makes the buying decision.

Who makes the buying decision

In most organizations managers have had their autonomy to buy restricted.  Falling budgets and thresholds mean that many spend decisions are being must be sanctioned by others.  This has important implications for sellers.

Buying decisions are being made higher and wider.  That is to say they are being made buy more senior managers drawn from more cross-functional backgrounds, often with extensive stakeholder consultation

Another trend is the involvement of procurement and its new role and status.  All these trends are of vital importance for sellers.

 

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Who makes the buying decision