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 [...]
Sellers Beware: The Procurement Gap
There is often a gap between how the buying decision should be made and how it is actually going to be made. That is between the buyers internal procedures, or external view of buying best practice and the everyday reality of rushed, or messy decisions. We call it the Procurement Gap. Helping the buyer to [...]
Your Prospect’s Procurement Policy Is A Must Read!
Sellers can learn a lot by reading the policies and procedures of their customers and prospects. It is an often overlooked but valuable source of insight on how the buying decision is going to be made. In this insight we examine the information typically contained in procurement policies and how sellers can use them. [...]
