Selling To Procurement

Taking Hospital Procurement To The Emergency Room

Taking Hospital Procurement To The Emergency Room

Research over the past decade has shown that hospitals in the US market are behind the curve when it comes to good procurement and it is costing them dearly. So, it is time to take hospital procurement to the Emergency Room.…

Why Decentralized Buying Is Dead!

Why Decentralized Buying Is Dead!

Why You’re Increasingly Talking To Head Office Sellers are increasingly being deferred to…

Why Earlier Is Better:  Getting Procurement & Suppliers Involved

Why Earlier Is Better: Getting Procurement & Suppliers Involved

In many sectors there is a decline in collaboration between buyers and…

Living In The Shadow Of Procurement

Living In The Shadow Of Procurement

In one way or another what is happening in procurement will shape…

What Is The Cost Of An Extra Supplier?

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. …

How To Sell To Cold & Reserved Buyers

How To Sell To Cold & Reserved Buyers

Increasingly salespeople are reporting the demise of small talk and other social niceties in the buyer encounter. But, what does it mean for your relationship selling strategy?…

Alignment – Procurement’s Great Balancing Act

Alignment – Procurement’s Great Balancing Act

Globalization places great demands on the supply chain, in particular the challenge…

Globalization Makes Procurement King!

Globalization Makes Procurement King!

Globalization has been the dominant economic trend for more than two decade.…

Do You Know Why Procurement Really Matters?

Do You Know Why Procurement Really Matters?

Few salespeople understand how much procurement really matters to the organization. Even if…

The New Love Affair Between CEOs and CPOs

The New Love Affair Between CEOs and CPOs

Few managers or departments can write their CEO a cheque for millions…

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