Why Decentralized Buying Is Dead!
Why You’re Increasingly Talking To Head Office Sellers are increasingly being deferred to head office in their attempts to sell to the local plant or facility of a global corporation. That is because in most large organizations decentralized buying is dead, or at least dying. So, if you are selling at the edge of the organization, […]
Living In The Shadow Of Procurement
In one way or another what is happening in procurement will shape your future sales success. That applies even if you don’t have to interact with procurement today. The reality is that we are all selling in the shadow of procurement. Have You Escaped Procurement Thus Far? Many salespeople are oblivious to the role and […]
What Is The Cost Of An Extra Supplier?
The consolidation of suppliers can be seen as either an opportunity or a threat. In this insight we will calculate what a customer can save by cutting supplier numbers. These savings can be used to build a powerful argument for the customer to place more of their business with you.
Finding Your Hidden Sources Of Value
There may be unrealized opportunities for your solution to deliver even greater value to the customer. This insight provides a methodology to uncover your hidden sources of value.
Alignment – Procurement’s Great Balancing Act
Globalization places great demands on the supply chain, in particular the challenge of aligning demand and supply. The requirement is to maximize product availability and supply flexibility while minimizing costs, inventory and investment levels. This is no easy task and one that relies on the development of a highly skilled, integrated and collaborative; procurement, supply […]
Globalization Makes Procurement King!
Globalization has been the dominant economic trend for more than two decade. Not only has it fundamentally changed the world we live in, but it has changed procurement and buying too. The Globalization Of Procurement Globalization is the high-octane fuel propelling procurement to new levels. It has transformed procurement’s role, scope and importance, transforming it from […]
Why CPO’s Get Upset Watching The News
What you own you control, but big corporations no longer own large chunks of their production process, or supply chain. They are increasingly dependent on outside actors for their success and are vulnerable to a new array of risks as a result. Resilience and Risk Management Global supply chains mean that organizations are dependent on […]
The New Love Affair Between CEOs and CPOs
Few managers or departments can write their CEO a cheque for millions and promise more again next year. Procurement however is the exception. Its almost un-paralleled ability to boost the bottom line has earned it a position of influence and power. Little wonder then that procurement is the CEO’s new best friend. Strategies for Low […]
How Good Procurement Improves The Balance Sheet
Procurement wins friends because it can deliver additional profit to the bottom line, but that is not enough. To satisfy investors procurement goes one step further. This is important for sellers to understand, it can help transform a sales proposal into a compelling business proposal. Why Investors Love Procurement To understand the full impact of […]
What Are Your Buyers KPIs?
Knowing the buyer’s KPIs is essential if you really want to understand the motivation and behaviour of the professional buyer. As salespeople you and I are measured based on reaching our sales target, no doubt with some consideration of margin. But how are our counterparts in procurement measured? What’s Driving Your Buyer? Salespeople will rightly […]
Procurement: The Corporation’s New Bankers!
The credit crunch forced organizations to look for new ways to access funding their growth and survival. Then enter procurement – the organisation’s new banker! Most people are worse off since the global credit crisis. There is one notable exception however. That is procurement! Procurement has become the new organisational banker. Its role has expanded […]
The New Universal Super-Buyer
Why more of your customers are conforming to a new global procurement standard. Sellers are witnessing the emergence of a new class of buyer – what we call the Universal Super Buyer. It has profound implications for how you sell. This new class of buyer is ‘universal’ because its approach to procurement rises above industry […]
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